Selling, Building Partnerships

1. Selling, Building Partnerships CHAPTER 1 1-1 McGraw-Hill/Irwin

2. Selling and Salespeople CHAPTER 1 • What is selling? • Why should you learn selling even if you do not plan to be a salesperson? • What is the role of personal selling in a firm? • What are the different types of salespeople? • What are the rewards of a selling career? Some questions answered in this chapter are: 1-2 McGraw-Hill/Irwin

3. Why Learn About Personal Selling? • The principles of selling are useful to everyone, not just people with the title of salesperson. • Developing mutually beneficial, long-term relationships is vital to all of us. • People in business use selling principles all the time. Personal selling is a person-to-person business activity in which a salesperson uncovers and satisfies the needs of a buyer to the mutual, long-term benefit of both parties. 1-3 McGraw-Hill/Irwin

4. The Role of Salespeople in Business • Go-to-market strategies can be • Multi-channel • Sales-force intensive • Based on Integrated marketing communications • Dependant on Customer Lifetime Value (CLV) 1-4 McGraw-Hill/Irwin

5. Communication Methods 1-5 McGraw-Hill/Irwin

6. What do Salespeople do? • Client relationship manager • Account team manager • Vendor and channel manager • Information provider to their firm 1-6 McGraw-Hill/Irwin

7. How Salespeople Spend Their Time Each Week 1-7 McGraw-Hill/Irwin

8. Selling and Distribution Channels A distribution channel is a set of people and organizations responsible for the flow of products and services from the producer to the ultimate user. 1-8 McGraw-Hill/Irwin

9. Selling and Distribution Channels Business-to-business channels 1-9 McGraw-Hill/Irwin

10. Selling and Distribution Channels (continued) Consumer channels 1-10 McGraw-Hill/Irwin

11. Examples of Sales Jobs • Best Buy retail salesperson • Hershey foods salesperson • Abbott Labs pharmaceutical salesperson • IBM Computer servers salesperson • Prudential Insurance salesperson 1-11 McGraw-Hill/Irwin

12. Characteristics of Successful Salespeople • Motivation • Dependability and trustworthiness • Ethical sales behavior • Customer and product knowledge • Communication skills • Flexibility • Creativity • Confidence • Emotional intelligence 1-2 McGraw-Hill/Irwin

13. 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. 1-13 McGraw-Hill/Irwin

14. Rewards in Selling • Independence and responsibility • Financial rewards • Management opportunities 1-14 McGraw-Hill/Irwin

15. Average Annual Compensation for Salespeople and Managers Source: 2004 Salary Survey, Sales & Marketing Management, May 2004, p. 29. 1-15 McGraw-Hill/Irwin

16. Summary • You should study personal selling because we all use selling techniques. • Salespeople play a vital role in business activities. • Salespeople engage in a wide range of activities. • The specific duties and responsibilities of salespeople depend on the type of selling position. • Research on the characteristics of effective salespeople indicates that many different personality types can be successful in sales. 1-16 McGraw-Hill/Irwin