Personal Selling
A process of
-developing relationships
-discovering needs
-matching products with needs
-communicating benefits
A process that adds value
Personal Selling Philosophy
Three Prescriptions for Developing:
1) Adopt the marketing concept
2) Value personal selling
3) Become a problem solver/partner
Four Major Developments in the Information Economy
1. Major advances in Information Technology and E-commerce;
>Social media - creates value by speeding up process
2. Strategic resource is information
>Info overload, so sales people help decide what info is valuable
3. Business is defined by customer rela
Pros of Personal Selling (Considerations for a Future in PS)
1. Wide range of employment opportunities
2. Wide range of tasks = need a variety of skills
3. Freedom to manage time and activities
4. Above average financial and psychic income
-Salespeople focused on value-added (as opposed to transactional - selling f
Inside Salesperson vs. Outside Salesperson
Inside: sells via phone or email from employers location
-Inbound - customer contacts you
-Outbound - you contact customer - telemarketing, etc.
Outside: travel to meet customer
Inside and Outside salespeople often work together
Trade Selling
The sale of a product or service to another member of the supply chain
- manufacturer may employ sales rep to sell products to retailers (as opposed to selling to wholesalers who warehouse products and hire sales reps)
Channels
1. Services Channel - service provider -> service salesperson -> consumer or business user
-Involves both B2C and B2B sales
-80% of labor force employed
2. Business Channel - Manufacturer -> industrial, trade, or missionary salesperson -> distributor sale
Examples of Service Channel Careers
(involves both B2C and B2B sales)
1. Hotel, motel, convention center
2. Telecom services
3. Financial Sales
4. Media Sales
5. Real estate
6. Insurance
7. Business services
Examples of Business Goods Channel Careers
(Involves both inside and Outside sales)
1. Industrial Salespeople
2. Sales engineer or application engineer
-Must possess a detailed and thorough technical knowledge of their products as well as competing products
3. Field Salesperson - interact with new
Examples of Consumer Goods Channel Careers
(B2C Sales. includes both retail sales and direct selling)
1. Automotive Sales
2. Jewelry Sales
3. Clothing Sales
4. Computer Sales
5. Any sales position that sells directly to consumer
Four Sources of Learning in Sales
1. Corporate-Sponsored Training
2. Training provided by commercial vendors
3. Certificate Programs
4. College and university courses
Knowledge Workers
Work effort is centered around creating, using, sharing, and applying knowledge
-Success determined by value added to information by knowledge workers
Ex) -Managerial Personnel
-Professionals (accountants, consultants, lawyers, engineers, etc.)
-Entrepren
Industrial Economy
1860-1960
-Major advances in manufacturing and transportation
-Strategic resources are capital and natural resources
-Business is defined by products and factories
-Sales success depends on meeting sales quotas
Information Economy
1960-2020
-Major Advances occur in the information technology
-Strategic resource is information
-Business is defined by customer relationships
-Sales success depends on adding value
Personal Selling
A process of
-developing relationships
-discovering needs
-matching products with needs
-communicating benefits
A process that adds value
Personal Selling Philosophy
Three Prescriptions for Developing:
1) Adopt the marketing concept
2) Value personal selling
3) Become a problem solver/partner
Four Major Developments in the Information Economy
1. Major advances in Information Technology and E-commerce;
>Social media - creates value by speeding up process
2. Strategic resource is information
>Info overload, so sales people help decide what info is valuable
3. Business is defined by customer rela
Pros of Personal Selling (Considerations for a Future in PS)
1. Wide range of employment opportunities
2. Wide range of tasks = need a variety of skills
3. Freedom to manage time and activities
4. Above average financial and psychic income
-Salespeople focused on value-added (as opposed to transactional - selling f
Inside Salesperson vs. Outside Salesperson
Inside: sells via phone or email from employers location
-Inbound - customer contacts you
-Outbound - you contact customer - telemarketing, etc.
Outside: travel to meet customer
Inside and Outside salespeople often work together
Trade Selling
The sale of a product or service to another member of the supply chain
- manufacturer may employ sales rep to sell products to retailers (as opposed to selling to wholesalers who warehouse products and hire sales reps)
Channels
1. Services Channel - service provider -> service salesperson -> consumer or business user
-Involves both B2C and B2B sales
-80% of labor force employed
2. Business Channel - Manufacturer -> industrial, trade, or missionary salesperson -> distributor sale
Examples of Service Channel Careers
(involves both B2C and B2B sales)
1. Hotel, motel, convention center
2. Telecom services
3. Financial Sales
4. Media Sales
5. Real estate
6. Insurance
7. Business services
Examples of Business Goods Channel Careers
(Involves both inside and Outside sales)
1. Industrial Salespeople
2. Sales engineer or application engineer
-Must possess a detailed and thorough technical knowledge of their products as well as competing products
3. Field Salesperson - interact with new
Examples of Consumer Goods Channel Careers
(B2C Sales. includes both retail sales and direct selling)
1. Automotive Sales
2. Jewelry Sales
3. Clothing Sales
4. Computer Sales
5. Any sales position that sells directly to consumer
Four Sources of Learning in Sales
1. Corporate-Sponsored Training
2. Training provided by commercial vendors
3. Certificate Programs
4. College and university courses
Knowledge Workers
Work effort is centered around creating, using, sharing, and applying knowledge
-Success determined by value added to information by knowledge workers
Ex) -Managerial Personnel
-Professionals (accountants, consultants, lawyers, engineers, etc.)
-Entrepren
Industrial Economy
1860-1960
-Major advances in manufacturing and transportation
-Strategic resources are capital and natural resources
-Business is defined by products and factories
-Sales success depends on meeting sales quotas
Information Economy
1960-2020
-Major Advances occur in the information technology
-Strategic resource is information
-Business is defined by customer relationships
-Sales success depends on adding value