bmgt 204 chapter_1_power_point
TRANSCRIPT
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SALES STRATEGIES AND TECHNIQUES
CHAPTER 1: THE LIFE, TIMES, AND CAREER OF THE PROFESSIONAL SALESPERSON
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• SELLING GOODSSELLING IDEASSELLING YOURSELF
SALES:
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“Twitter Executive Chairman and Founder of Square - Net Worth $1.1 Billion .”
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IS REPLACING THE CAR SALESMANTHE INTERNET AND THE KNOWLEDGE ECONOMY
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–@JOHNNYBCOOL
“Winter in the car business. It's like Washington's Valley Forge.”
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HOW WILL YOU SELL YOURSELF TO FUTURE EMPLOYERS?
FIRST JOB:
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HALF OF ALL COLLEGE GRADUATES ARE WORKING A JOB THAT THE BUREAU OF LABOR STATISTICS SUGGESTS REQUIRES LESS THAN A FOUR-YEAR DEGREE SUCH AS RETAIL SALESPEOPLE, CASHIERS, AND RESTAURANT SERVERS.
UNEMPLOYMENT IS NOT THE ONLY ISSUE
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–ME, RIGHT NOW. I JUST SAID THAT
“You are all in sales. It’s up to you to sell yourself. Instead of commission, you are
paid in a career.”
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SELLING IS JUST ONE OF MANY MARKETING COMPONENTS:
• Personal selling includes:
• Personal communication of information
• Persuasion
• Helping others
• Goods
• Services
• Ideas
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PERSONAL SELLING
• Refers to the personal communications of information
• To unselfishly persuade someone
• To buy something – a good, service, idea, or something else – that satisfies that individual’s needs
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WHAT SALESPEOPLE ARE PAID TO DO
• Salespeople are paid to sell – that is their job
• Performance goals are set for:
• Themselves – In order to serve others and earn a living and keep their job
• Their employers – So the companies will survive
• Their customers – To fulfill needs and help organizations grow
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EXHIBIT 1.4: MAJOR REASONS FOR CHOOSING A SALES CAREER
• Service to others
• Variety
• Freedom
• Challenge
• Advancement
• Rewards
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ARE ANY OF YOU INTERESTED IN A CAREER IN SALES? WHERE? WHY?
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TYPES OF SALES JOBS
• Retail Selling: A retail salesperson sells goods or services to consumers for their personal, non-business use
• Direct Selling: Face to face sales to consumers, typically in their homes, who use the products for their non-business personal use
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TYPES OF SALES JOBS
• Selling for a Wholesaler
• For resale
• For use in producing other goods
• For use within an organization
• Selling for a Manufacturer
• Working for the firm who manufacturers the product
• This is usually a really good gig
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OUT OF THE 4 DIFFERENT TYPES OF SALES JOBS, WHICH ONE INTERESTS YOU MOST? WHY?
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EXHIBIT 1.7: A SALES PERSONNEL CAREER PATH
FOR ILLUSTRATIVE PURPOSES ONLY
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Does not exist anymore
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LOVE OF SELLING IS AT HEART OF HELPING OTHERS (SSUCCESS)
EXHIBIT 1.8: SUCCESS IN SELLING–WHAT DOES IT TAKE?
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EXHIBIT 1.11: THE CUSTOMER IS AT THE CENTER OF THE SALES SYSTEM: ABC’S
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CUSTOMER
ANALYZE NEEDSPRESENT PRODUCT
BENEFITS
GAIN COMMITMENTSERVICES
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KELLOGG’S PARTNERSHIP WITH GIANT EAGLE
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EXHIBIT 1.13: WHAT DOES A PROFESSIONAL SALESPERSON DO?
• Creates new customers
• Sells more to present customers
• Builds long-term relationships with customers
• Provides solutions to customers’ problems
• Provides service to customers
• Helps customers resell products to their customers
• Helps customers use products after purchase.
• Builds goodwill with customers
• Provides company with market information
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BUILDING RELATIONSHIPS THROUGH THE SALES PROCESS
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THE GOLDEN RULE OF PERSONAL SELLING AS TOLD BY A SALESPERSON
• The Golden Rule of Personal Selling
• Unselfishly treating others as you would like to be treated without expecting something in return
• Others Include Competitors
• The Golden Rule of Selling especially applies to your relationship with competitors
• Sales is your “Calling” to Serve
• Do not think of your occupation as work
• Only through service can you find fulfillment in your job and life
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THE GOLDEN RULE OF PERSONAL SELLING CONT…
• To Serve, You Need Knowledge
• Being knowledgeable on products and selling skills allows you to provide a high level of customer service
• Customers Notice Integrity
• Your customer’s should be able to trust that you are looking out for their best interest
• Personal Gain is Not Your Goal
• Do not be concerned about sales goals – just your customer’s
• Others Come First
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–GRIT - A KEY COMPONENT OF SALES SUCCESS AND SUCCESS OVERALL
“http://www.ted.com/talks/angela_lee_duckworth_the_key_to_success_grit.html.”
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