7. UNEMPLOYMENT IS NOT THE ONLY ISSUE
HALF OF ALL COLLEGE GRADUATES ARE WORKING A JOB THAT THE BUREAU
OF LABOR STATISTICS SUGGESTS REQUIRES LESS THAN A FOUR-YEAR
DEGREE SUCH AS RETAIL SALESPEOPLE, CASHIERS, AND RESTAURANT
SERVERS.
7
8. “You are all in sales. It’s up to you to sell yourself.
Instead of commission, you are paid in a career.”
–ME, RIGHT NOW. I JUST SAID THAT
8
9. SELLING IS JUST ONE OF MANY MARKETING
COMPONENTS:
• Personal selling includes:
• Personal communication of information
• Persuasion
• Helping others
• Goods
• Services
• Ideas
9
10. PERSONAL
SELLING
• Refers to the personal
communications of
information
• To unselfishly persuade
someone
• To buy something – a good,
service, idea, or something
else – that satisfies that
individual’s needs
10
11. WHAT SALESPEOPLE ARE PAID TO DO
• Salespeople are paid to sell – that is their job
• Performance goals are set for:
• Themselves – In order to serve others and earn a
living and keep their job
• Their employers – So the companies will survive
• Their customers – To fulfill needs and help
organizations grow
11
12. EXHIBIT 1.4: MAJOR REASONS
FOR CHOOSING A SALES
CAREER
• Service to others
• Variety
• Freedom
• Challenge
• Advancement
• Rewards
12
13. ARE ANY OF YOU INTERESTED IN A CAREER
IN SALES? WHERE? WHY?
13
14. TYPES OF SALES
JOBS
• Retail Selling: A retail
salesperson sells goods or
services to consumers for
their personal, non-business
use
• Direct Selling: Face to face
sales to consumers, typically
in their homes, who use the
products for their nonbusiness personal use
14
15. TYPES OF SALES
JOBS
• Selling for a Wholesaler
• For resale
• For use in producing other
goods
• For use within an organization
• Selling for a Manufacturer
• Working for the firm who
manufacturers the product
• This is usually a really good gig
15
16. OUT OF THE 4 DIFFERENT TYPES OF SALES
JOBS, WHICH ONE INTERESTS YOU MOST?
WHY?
16
17. FOR ILLUSTRATIVE PURPOSES ONLY
EXHIBIT 1.7: A SALES PERSONNEL
CAREER PATH
CAREER PATH
17
Does not exist
anymore
18. EXHIBIT 1.8: SUCCESS IN SELLING–WHAT DOES IT TAKE?
LOVE OF SELLING IS AT HEART OF HELPING
OTHERS (SSUCCESS)
18
19. EXHIBIT 1.11: THE CUSTOMER IS AT THE CENTER
OF THE SALES SYSTEM: ABC’S
PRESENT
PRODUCT
BENEFITS
ANALYZE NEEDS
CUSTOMER
SERVICES
GAIN COMMITMENT
19
21. EXHIBIT 1.13: WHAT DOES A PROFESSIONAL
SALESPERSON DO?
• Creates new customers
• Sells more to present customers
• Builds long-term relationships with customers
• Provides solutions to customers’ problems
• Provides service to customers
• Helps customers resell products to their customers
• Helps customers use products after purchase.
• Builds goodwill with customers
• Provides company with market information
21
23. THE GOLDEN RULE OF PERSONAL SELLING AS
TOLD BY A SALESPERSON
• The Golden Rule of Personal Selling
• Unselfishly treating others as you would like to be treated without
expecting something in return
• Others Include Competitors
• The Golden Rule of Selling especially applies to your relationship with
competitors
• Sales is your “Calling” to Serve
• Do not think of your occupation as work
• Only through service can you find fulfillment in your job and life
23
24. THE GOLDEN RULE OF PERSONAL SELLING
CONT…
• To Serve, You Need Knowledge
• Being knowledgeable on products and selling skills allows you to provide a
high level of customer service
• Customers Notice Integrity
• Your customer’s should be able to trust that you are looking out for their
best interest
• Personal Gain is Not Your Goal
• Do not be concerned about sales goals – just your customer’s
• Others Come First
24
Selling today is not about just making the sale. Selling today is about selling yourself and your ideas. College degrees are becoming a commodity, and those who sell themselves are the ones who are destined to get ahead. This young man, now 36, sold an idea to consumers, and then to private investors, and now, to the public markets. Does anyone recognize him?
Jack Dorsey, is a co-founder of Twitter and founder of mobile payment company Square Inc. He sold his idea, many of them skeptics, and is now worth a billion dollars. Will you be worth a billion for taking this class? Hopefully. And if you are, remember your instructor who helped you get there. This class is designed to give you the background you will need to sell yourself, and your ideas. This course will help you get hired, promoted, and continue to succeed as you begin your career.
The car salesman. Thats what many people think of when they think of sales and selling. Yet - the usefulness of the car sales man is dying. People have google. They know what they want before they get there. The car salesman of today is a user of SEO, SEM, and social media to build relationships. Selling is about building relationships.
Who in this class wants to be a car sales person?
To get ahead in this economy - you need to be able to sell yourself. A college degree is a piece of the puzzle - and its up to you to complete it. You need to be able to sell yourself and your ideas.
You need to sell yourself to your first employer. Your first boss. Your second boss. Your 5 bosses. You need to make yourself the person that people need.
Products are becoming more and more designed around humans. Less persuasive selling is needed when the product is already designed around them. If there is a sales forces - it should be focused on customers problems and solutions, and not forcing a sale.
Some of the best salespeople I have worked with have been woman - this is just my observation. I have found them to be more reliable, more concerned about my goals, and better partners. Less Competitive and really look out for my goals.
There are very few Direct to Consumer Sales jobs. A few exceptions are insurance, and realtor services. If you see a job - that says you will direct sell to people door to door - be very aware.
What do companies like P&G make? Who do they sell to? Why would a job like this be sought after? There is strong consumer demand, dedicated buyers, and large volumes of sales. Your livelihood is not threatened if one bottle of tide does not sell.
If you could pick anything to sell today, that you love, what would it be?
This process can be used for a job search. A job posting is an opportunity for you to analyze the companies needs, and when you present your cover letter and resume, you are presenting the product benefits, and the product is you. The interview is where you gain commitment, and the service is when you get the job and agree to what you presented.
Analyze Needs: Grow Breakfast Category due to declining sales
Product Benefits: Innovative taste profile based on trends
Gain Commitment: Agree to be exclusive and test in year 1
Services: Support test through marketing