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2.01 I can acquire a foundational knowledge of selling to understand its nature and scope.

2.01 I can acquire a foundational knowledge of selling to understand its nature and scope. September 18, 2012. What is selling?. Responding to consumer needs and wants through planned , personalized communication in order to influence purchase decisions and ensure satisfaction .

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2.01 I can acquire a foundational knowledge of selling to understand its nature and scope.

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  1. 2.01 I can acquire a foundational knowledge of selling to understand its nature and scope. September 18, 2012

  2. What is selling? Responding to consumer needs and wants through planned, personalized communication in order to influence purchase decisions and ensure satisfaction.

  3. Key words in selling • “personalized” communication – This involves interaction with the customer (normally over the phone or face to face). This is not advertising (since it is not targeted to an entire market segment). • “planned” communication – The seller knows about the product and the features and benefits of it.

  4. Selling takes place to “influence” purchase decisions – it is a service to a customer and should never be forceful or aimed to make a quick buck. • Selling should ensure customer “satisfaction” – only by satisfying customer needs and wants will a salesperson gain repeat business.

  5. Why do customers buy? • To obtain the goods and services they want and need. • Sold directly to customers • Sold to organizations for resale • Sold to organizations for use in business operations

  6. What is sold? • Intangible Products • Productive activities someone else performs • Dry cleaning and lawn care • Tangible Products • Can be touched, smelled, tasted, seen, or heard • Clothes or houses

  7. How products are sold • Indirectly to the customer through a wholesaler or retailer. • Example: Bulk products from Sam’s Club or Costco. • Netflix sells movies to be viewed from a movie supplier. • Directly to the customer without the use of a wholesaler or retailer. • Example: Selling magazines door to door • Mary Kay or Tupperware

  8. The Role of Selling in Our Economy • Keeps economy moving • Promotes competition • Affects employment • Adds utility • Helps customers determine needs • Creates desire for products

  9. Characteristics of a Successful Salesperson • 7. Persistence and patience • 8. Selling Skills • 9. Belief in selling as a service • 10. Communication skills. • 11. Creativity • 12. personal appearance • 1. Education and training • 2. Self-motivation • 3. Self-confidence • 4. product knowledge • 5. Customer knowledge • 6. Ethics

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