PSALES CHAP1

What is personal selling?

• the personal communication of information, persuasion, and helping others, encompassing goods, services, and ideas.

• Refers to the personal communications of information

• To unselfishly persuade someone

What does the Golden Rule of Personal Selling emphasize?

It emphasizes treating others as you would like to be treated, without expecting reciprocity.

How does a traditional salesperson differ from a professional salesperson?

A traditional salesperson is guided by self-interests, while a professional salesperson takes care of customers.

Golden Rule Salesperson

Others interest most important

What is the primary job of salespeople?

Salespeople are paid to sell, serving themselves, their employers, and their customers.

Major Reasons For Choosing A Sales Career

• Service to others

• Variety of Sales

• Freedom

• Challenge

• Advancement

• Rewards

What are some examples of how selling can help individuals or families?

Selling can help individuals or families by providing cars, gas, repairs, houses, insurance, food, and medicine.

What are examples of how selling can help businesses?

Selling can help businesses by providing land, building materials, furniture, equipment, supplies, and raw materials.

What are the four types of sales jobs?

The four types of sales jobs are retail, direct, wholesaler, and manufacturer.

What is retail selling?

involves selling goods or services to consumers for personal, non-business use.

What characterizes direct selling?

Direct selling involves face-to-face sales to consumers, typically in their homes, for personal use.

What does selling for a wholesaler involve?

selling goods for resale, use in producing other goods, or use within an organization.

What is a key characteristic of selling for a manufacturer?

involves working for the firm that manufactures the product and is considered prestigious.

Sales Personnel Career Path (TPKDRDNVP)

• Sales trainee

• Salesperson

• Key account salesperson

• District Sales Manager

• Regional Sales Manager

• Divisional Sales Manager

• National Sales Manager

• Vice President of Marketing

• President

Seven sales job categories

• Inside Retail Sales

• Outside Delivery

• Entry Level Consumer Goods

• Missionary

• Sales Engineer

• Creative Sales of Tangibles

• Creative Sales of Intangibles

What are some non-financial rewards of a sales career?

include intrinsic satisfaction from delivering a successful sales presentation and quick advancement to managing responsibilities.

What financial rewards can salespeople expect?

Salespeople can expect higher average salaries based on performance rather than tenure.

What is the importance of maintaining relationships in sales?

Salespeople need to close sales while maintaining great relationships with their customers.

What is the role of performance goals for salespeople?

Performance goals are set to serve others, earn a living, keep their job, and ensure company survival.

What does the phrase 'unselfishly persuade' mean in personal selling?

It means to communicate and influence others without selfish motives, focusing on their needs.

What is the relationship between selling and helping others?

Selling is fundamentally about providing products or services that meet the needs of individuals and organizations.

What skills are essential for successful sales presentations?

Skills include effective communication, persuasion, and understanding customer needs.

What is the underlying philosophy of personal selling?

The underlying philosophy is to help others while achieving sales objectives.

What is the ultimate goal of personal selling?

The ultimate goal is to fulfill customer needs and help organizations grow.

Love of Selling Components (SSSUCEP)

• Stamina for the job

• Sales knowledge

• Service to Others

• Use of Golden Rule

• Communication Ability

• Excels at Strategic Thinking

• Personal Characteristics