ba sales as a career

8/22/2019 BA Sales as a Career

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Why a Career in Sales

Several Industries that are easy to break into Finance (Insurance)

Medical related

Media

Manufacturing and Services

Personalized Products

Real Estate

Unlimited Benefits Salary, Commissions & Bonus

Travels

Cars, Cellular Phone, Lap Top

Undefined Its hard to define your typical day everyday is different!

Meeting different kinds of people


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Progression Opportunities in Sales

Managerial Position

Consultant

Own Business


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Is a career in Sales Right for YOU?

Motivated by three (3) Is Income

Impact

Independence

Problem Solver Desire and Passion to SELL

Strong Will and strong Mind

Overcoming FAILURES

Work experience as a student COMMUNICATOR who presents ideas to the market place.

Empathy a strong connection with people


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Myths & Facts

Sociable / Personable

Outgoing / Extrovert

Good Looking Intelligent

Broad Network


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1. Understand the Universe

Selling Business Sales is synonymous to slave

A Land of Opportunity think about how working in sales might benefit you

Universal Sales experience is applicable everywhere

Evergreen Opportunity Sales job is almost recession free.


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2. Find your Niche in Sales

Know Thyself What kind of personality do I have

Sales positions for nearly every personality type

Experience What have I done in the past?

Interests What sparks and holds my interest?

Basic Skills What have I developed to use professionally?

Social Skills

What are my personal strengths and weaknesses?


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3. Research your Industry

Sales Opportunities Cyclical, Seasonal or Regular

In Thing Hot Market

Money Matters Which is which?


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4. Learn to talk the talk: Your Talk

Client Relationships

Prospecting

Sales Call

Objective

Communication

Negotiation Marketing and Promotion

Wine, Dine, Entertainment


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5. Identify Educational Requirements

Specialization and Education are the Key

Marketing, Communications, Retail, Real

Estate, Financial Services

Training

Public Speaking, Presentation, Negotiations

Higher Education

Masters Degree


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6. Build your Network

Link up with Organizations

Industry

Community

NGO

Connect with Sales People

Industry or Non industry

Join Trades and Exhibits

Exposure


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7. Research Potential Employers

Finding out the Prospective Companies

Job Fair

Professional (Career) Agencies

Visiting Companies Website

Customer


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8. Polish your Resume

Resume is the sales pitch.

Objective

Results-oriented

Specific duties and accomplishments

Contribution to the company

Highlight skills

Avoid common mistakes Typo / spelling

Texts with too many fonts


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9. Get Hired

Negotiation and Closing

Know your market value

Identify your needs

Ask, ask, ask

Always negotiate in Person


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10. Set your Goals

Tactical

Strategic

Master your trade

Be Proactive


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The selling profession is wide open for those

who have a passion to sell and want to serve

others. But, you must WANT it! You have to eatit, sleep it, dream it, and, most of all, believe in

yourself. You must commit to the principles of

decency and honesty in everything you do.

You must be prepared to accept rejection,disappointment, and losing to others who

might have a better price, a better product, a

deal the customer "can't" refuse, or who simply

outsell you. But most of all, you have to havethe faith in yourself, a "can-do" attitude, and

the desire and will to succeed.


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Congrats and Good Luck in

SELLING


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Sales Management


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Sales Management

Is the discipline of maximizing the benefits of a

company and its customers from the efforts of

its sales force.

Increase sales revenue and profitability Decrease variability of revenue due to inaccurate

forecasting

Increase sales productivity (revenue per

salesperson) Increase customer satisfaction and loyalty

Increase salesperson motivation

Increase market share


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Sales Management

Recruitment

Training and Development

Compensation

Forecasts and Business Plans

Motivation

Organization and Communication

Performance Evaluation


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Sales Manager

Will to Manage

Agents of Change

Believe in what they are doing

Ability to execute and implement the process

Great Motivators

Effective Trainors

Emphatic


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Recruitment

Hiring

Job Description

Nature of Job and List of Anticipated Duties

Candidates Profiling

Description of Candidates

Sources for Attracting Customers

Media


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Recruitment

Screening

Resume (HRD)

Matching candidate profile

Written Exam (HRD)

Analyzing IQ and EQ

Preliminary Interview (HRD)

Face to face

Final Interview (Sales Dept)

Face to Face

Product Presentation

Panel


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Preliminary Interview

Tips

In-person, 3-5 minutes of face time with the

interviewer

Not more than 60 minutes

Listen to the Candidates (75%)

Asking Open-Ended Probing Questions

Body Language

Ending the Interview Why are you qualified for thejob? Hiring decision will not be made that day


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Screening Questions (Personal) Tell me about yourself?

What are you doing right now?

Why are you applying for the job?

Why did you choose selling as a career?

What are strong and weak points

Why are you leaving your current job?

What would your boss say about you if I called?

What do you find unique about yourself


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Screening Questions (Work Related) Tell me about your work history?

What were your responsibilities?

What can you say about your boss?

What do you see for yourself in 5 years? How do you spend your spare time?

What is the best sales decision that you havemade?

How do you see yourself in relationship withothers?

What personal characteristics do you feelnecessary in order to succeed in sales?


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Screening Questions (Education) Tell me about your educational background.

Why did you select that particular school?

What subject did you like best?

Describe the professor you liked best Describe your school.

Were you involved in extracurricular activities ?

How was the school spirit?

What is the most important lesson you have learnedin school?

How effective was your academic background inpreparing you for the future?


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Final Screening Involves Face to Face Interview with the Sales

Department

Panel Interview

Have to go through Product Presentation


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Final Interview Crucial Point

Tell me about your toughest sales experience

Give me an example of your ability to sell

How do you feel working on a commission versus

salary?

How do you respond when the customer says no?

How important is friendship in selling?

What do you think is the most difficult problem with

which a salesperson has to deal?

What do you think makes a good salesperson?

What basic factors motivate you and why?

All of us have areas that wed like to change or

develop, what are some of yours?


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ba sales as a career

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