Salespeople merupakan pekerjaan yang sangat dicari dan memegang posisi penting didalam pergerakan bisnis didalam industry apapun. Tetapi sayangnya, Salespeople yang memiliki professionalisme dalam bertindak dan bersikap sangatlah sulit ditemukan. Ingat 80-20 Rules?? Bahwa dari total 100% jumlah Sales Force, ternyata hanya 20% yang memberikan kontribusi positif diatas rata-rata. Lalu what Happend to other 80%?? Hal tersebut yang menjadi concern dalam pembahasan didalam materi tersebut. Dan bagaimana pula agar para rekan-rekan Salespeople dapat meningkatkan kemampuan dan performance dengan meningkatkan pengetahuan dasar tentang hal tersebut. Happy Selling,

1. By: Alfa Maulana, S.Sos., MBA
(MM UGM AP13B – Jakarta)
+62 811-101216
alfa@creative-cons.com
maulanaalfa0377@gmail.com
Follow @maulanaalfa
Fb. maulanaalfa

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3. Resume Facilitator – Alfa Maulana, MBA
Professional Qualification (± 14 yrs Experience @ Sales - 13 yrs @ Sales Banking Products)
Master of Bussiness Admnistration from Universitas Gadjah Mada – Jakarta (GPA 3,65)
1. Corporate Sales Officer, Indovision
2. Sales Area Coordinator, Komselindo
3. Sales Officer BCA Card Center, PT Bank Central Asia , Tbk (Credit Cards and Merchants-EDC)
4. Telesales Manager, PT Bank Centrak Asia, Tbk (for Credit Cards Team)
5. Marketing Comm and Relationship BCA Consumer Banking, PT Bank Central Asia, Tbk (KPR & KKB Products)
6. Telesales Dept Head , LippoBank (Personal Loan, Credit Cards & Top-Up Savings Products)
7. SME Sales Performance Management, PT Bank Danamon Indonesia, Tbk
8. SME Telesales Manager, PT Bank Danamon Indonesia, Tbk
9. SME Relationship Manager, PT Bank Danamon Indonesia, Tbk
10. National Direct Sales Funding Division Head, PT CIMB Niaga, Tbk
Trainer Experience & Recent Activities
1. Sales Trainer at Muamalat Institute
2. Sales & Motivational Trainer @ Bank BTN Shariah (BM + Operations Head)
3. Sales & Motivational Trainer @ Bank Mandiri – JaBar Area u/ KTA + KPR Products (150 SalesForce)
4. Sales & Motivational Speaker @ AJE Big Cola (350 SalesForce)
5. Sales & Motivational Speaker @ Fakultas Teknik – Universitas Pancasila
6. Lecture at Sekolah Tinggi Ekonomi dan Keuangan Perbankan Indonesia (STEKPI)
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4. WHAT’S MY JOB?
Preparation Understanding
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5. Why choose the Sales Profession?
1. Employment in sales is growing
2. Sales positions offer advantages:
A. Good compensation
B. Intrinsic reward from helping customers
C. Flexible in day-to-day activities
D. High-visibility career track
E. Limited supervision
F. Travel opportunities
G. Increasing responsibilities
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7. Restaurant MENJUAL makanan
Airlines MENJUAL ‘seat’ dalam pesawat
Rumah Sakit MENJUAL tempat tidur, obat, jasa dokter
Bank MENJUAL jasa pengelolaan keuangan
Asuransi MENJUAL rasa aman
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9. Desirable SalesPeople Traits
Empathetic
Self-motivated Competitive
Organized Goal-oriented
SalesPeople
Enthusiastic Adaptive
Customer-
oriented
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10. Selling to ‘Scary’ Larry
Brandon is a salesperson for Agri King who is
about to call on Larry, a prospective customer.
Larry has had some negative experiences with a
previous salesperson. What advice do you have
for Brandon in order to get at least some of
Larry’s business?
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11. Amateur vs Professional
Helen is about to begin her career as a sales
representative for Market Tech. Her supervisor
as stressed to her the importance of being ‘a
professional’. What does this mean to Helen?
What is (or should be) Helen’s main job goal?
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13. Sales Keys
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14. Strategic/Consultative
Selling Model
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15. The Purpose of Business
Increase the general well being of humankind
through the sales of goods and services
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16. The Two Basic Functions
of Business
1. Production of goods or creation of services
2. Marketing those goods and services
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17. ‘Negative’ Sales Quotes
Salesmanship: The art of selling someone
something that they don’t want, don’t need,
and certainly can’t afford.
(Bob Sagett, America’s Funniest Home Videos)
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18. The Selling Concept
1. Characterized by product demonstrations and
unsophisticated sales techniques
2. Emphasis on the product
3. Product created and then sold
4. Management is sales-volume oriented
5. Stresses needs of the seller
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19. The Difference Between
Selling and Marketing Concepts
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20. Professional SalesPeople Step by Step
1. What selling is.
2. What a salespeople does.
3. What it means to have a strong commitment to
being a caring person, consultant, and problem
solver
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21. Selling Philosophy of ‘Good’
SalesPeople
1. Selling is problem solving
2. Selling is a helping, caring activity
3. A customer is a person to be served, not a prospect to be sold
4. Treat people as human beings, not Rp signs
5. Unique products, relationships, cultures are important
6. Be customer driven, not product driven
7. Focus on customer needs
8. The customer is the reason a salesperson exists
9. Long-term success depends on pleasing others
10. Selling is a ‘win-win’ activity
11. A commitment to self improvement and life-long learning essential for long-
term success
12. Adherence to a strict code of ethics emphasizing, among other things,
mutual trust, respect, and honesty is essential
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22. Marketing Mix Element
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23. Negative aspects of being a
Professional SalesPeople
1. Long Hours (physically exhausting)
2. Isolation (often work alone)
3. Mentally Depressing
a. Rejections
b. Complaints
4. Stress
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24. Relationship Marketing
1. Relationship marketing is the
creation of customer loyalty
2. Targets a major customer
that it wants to sell to now
and in the future
3. Establishes a long-term
collaborative relationship
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25. Relationship Marketing and
the SalesPeople
Four basic questions used as guidelines in defining
the role of the SalesPeople:
1.How much selling effort is necessary to gain and hold
customers?
2.Is the sales force the best marketing tool?
3.What type of sales activity will be necessary?
4.Can the firm gain strength relative to its competition
with its sales force?
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26. Relationship Marketing and
the SalesPeople
1. Personal selling builds relationships!
2. Two main functions of personal selling are to:
a. Generate revenue
b. Provide services to satisfy customers
3. Flexible in operation
4. Focused on prospective customers
5. Results in actual sales
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27. Relationship Marketing and
the SalesPeople
SalesPeople Implement
Relationship Marketing
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29. Three Levels of Relationship Marketing
1. Transaction selling: customers are sold to and not contacted
again
2. Relationship selling: the seller contacts customers after the
purchase to determine if they are satisfied and have future
needs
3. Partnering: the seller works continually to improve its
customers’ operations, sales, and profits
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30. Dependence Increases as Relationships
Become More Important
High
Relationships
Low
Low Dependence High
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31. Sales Forms
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32. Tailoring Relationship Strategies
1. Transactional selling
• Buyers aware of needs, focus on price
• Relationship strategy secondary
2. Consultative selling
• Salesperson listens, defines problem, solves
• Impact of the relationship is important
3. Strategic alliance selling
• Build relationship with several people
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33. Developing a More Positive
Self-Image
Focus on future, not past mistakes
Develop expertise in selected areas
Develop a positive mental attitude
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34. The Win-Win Philosophy
1. Customer satisfaction primary
2. Adopting win-win is the first step in
development of relationship strategy
3. Both the buyer and seller come out of the
sale with their respective best interests
being served
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35. Win-Win versus Win-Lose
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36. Voice Quality and Relationships
Ever hear “It’s not just what you say, but
how you say it?”
1. Avoid rapid-fire speech
2. Vary speed of your delivery
3. Sound upbeat and energetic, but not phony
4. Convey enthusiasm in your voice
5. Try to sound “relaxed”
6. Avoid bad speech habits
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37. Conversational Strategies
From Dale Carnegie:
1. Become genuinely interested in other people
2. Be a good listener
3. Talk about interests of others
From text:
1. Comment on here and now observations
2. Compliment your customers when appropriate
3. Find mutual acquaintances or interests
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38. The Personal Selling Process
Pre-
Prospecting Approach
Approach
Need
Follow-Up Identification
Gaining Handling
Presentation
Commitment Objections
Dr. Rosenbloom 38

39. Sales Management
Motivating the Sales Force
Sales Force Quotas
1. Provide further motivation to salespeople and to
encourage salespeople to focus on the priories of
the company
2. Reward when the pre-specified performance
level (quota) is reached
Dr. Rosenbloom 39

40. Sales Management
Motivating the Sales Force
Sales Coaching
1. Regular praising of salespeople and let them
know their efforts are appreciated
2. Rapport-building, open communication, and
modeling behavior
3. Good sales management feedback
Dr. Rosenbloom 40

41. Sales Management
Evaluation of Performance
communication skills, product knowledge,
Qualitative attitude, selling skills, initiative/aggressiveness,
factors appearance/manner, and knowledge of the
competition
sales volume in dollars, sales volume to previous
Quantitative year’s sales, number of new accounts, net dollar
factors profits and sales volume by dollar quota
1. Sales managers should provide continual
guidance and feedback
2. Use more quantitative methods of evaluation to
reduce bias in the evaluation process
Dr. Rosenbloom 41

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