Mar-3023 Lecture Notes - Lecture 18: Communication
Day 18: Personal Selling and Sales Management
Is your “Plan A” really “Plan B”?
• 50% of all college grads start their professional career in sales
• 75% if you are a Marketing Major
Professional selling: is a person-to-person business activity in which a sales person uncovers
and satisfies the needs of a buyer to the mutual, long-term benefit of both parties.
• Long-term relationships require mutual trust based upon salesperson credibility.
Professional Selling Positions
➢ Advising doctors on medical equipment
➢ Helping business with profitable growth
➢ Helping both individuals and corporations manage risk
➢ Helping companies manage inventory through materials requirement planning
The Majors in the Class
• Sales
• Finance
• Management
• Hospitality Management
• Accounting
• Marketing
• MIS
• Real Estate
Types of Selling
• “Hunters” and “Gatherers”
• “Inside” and “Outside”
• ANSWER ON THE TEST… ALL OF THE ABOVE
Characteristics of Success
• Motivation
• Dependability and trustworthiness
• Ethical sales behavior
• Customer and product knowledge
• Communication skills
• Flexibility
• Creativity
• Confidence
• Emotional intelligence
Are Salespeople Born or Made?
• The skills required to be a successful salesperson can be learned.
• Innate characteristics such as personality traits, gender, and height are largely
unrelated to sales performance.
• Companies spend billions of dollars each year on training.
Rewards in Selling
• Independence and responsibility
• Management opportunities
• Financial rewards
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
Is your plan a really plan b : 50% of all college grads start their professional career in sales, 75% if you are a marketing major. Professional selling: is a person-to-person business activity in which a sales person uncovers and satisfies the needs of a buyer to the mutual, long-term benefit of both parties: long-term relationships require mutual trust based upon salesperson credibility. Helping both individuals and corporations manage risk. Helping companies manage inventory through materials requirement planning. The majors in the class: sales, finance, management, hospitality management. Types of selling: hunters and gatherers , inside and outside , answer on the test all of the above. Characteristics of success: motivation, dependability and trustworthiness, ethical sales behavior, customer and product knowledge, communication skills. Are salespeople born or made: accounting, marketing, mis, real estate, flexibility, creativity, confidence, emotional intelligence, the skills required to be a successful salesperson can be learned.
