MRKT 455 Lecture Notes - Lecture 2: Direct Selling, Personal Selling, Body Language
Document Summary
Sales lecture 2 the life, times, and career of the professional salesperson. What is selling: personal selling, personal communication, persuasive, needs fulfillment, goods, services and ideas, need to know your products and the competition"s products inside out (need to know the counterargument) Why choose a sales career: wide variety of sales jobs available, excitement and freedom, challenge of selling, opportunity for advancement, financial and other rewards, service to others, sense of accomplishment. Order takers: ask what customer wants, no sales strategy or creative presentations, do not create sales . Order getters: generate new business, use creative strategies and effective sales presentations. Rewards: non-financial, intrinsic reward (delivering value, company recognition, incentives such as trips, financial, earn more than others at the same level in the organization, income based on performance, perks, such as company car, laptop, expense account, etc. Relationship selling: goal: long-term relationship with customer/client.
