1. Personnel Selling
“Everybody lives by selling something.”
Robert Louis Stevenson
Careers in Sales
High demand but not a career for everybody,
but, good experience early in any career…
Negative perceptions
$…$…$

2. Personnel Selling
Selling Process
Prospecting
Qualifying
Approaching
Presenting/Demonstration
Handling Objections and Questions
Closing
Follow-up

3. Personal Selling
Sales force activities
Cultivating new clients
Communication
Selling
Servicing
Information gathering
Allocating scarce resources

4. Personnel Selling
Objectives
Units or $ sold
Market share by territory
Target profit per sale
Maximize sales per $ cost
Maximize number of sales calls per period
…but these mostly conflict…?

5. Personnel Selling
Salary versus Commission
control…incentive
security…fairness
simplicity…flexibility

6. Personnel Selling
4 E’s
Energy for long hours
Enthusiasm for job, product
Empathy for customer
Ego, victory, desire to win

7. Blowing in the Wind Video
Annoying Sales Promotion Works