personal selling

factors that influence level of firm emphasis on personal selling

• if the product is higher priced or involving

• if the purchase is a new task for the customer

• if the product can be customized

• if the purchase is considered “risky”

• if the product is highly complex or technical

• if the product is not purchased frequently

personal selling is a two-way flow of communication

strategic role of sales force

• traditional view of the salesperson controlling the sales process

• customer lifetime value increasingly important

• shirt toward relationship selling

b2b vs b2c sales

• buisness to buisness vs buisness to consumer

  • larger financially

  • longer to complete

  • multiple decision makers and experienced negotiations

careers in sales

• career opportunities

  • always many entry-level sales positions listed

  • financially rewarding

  • ai resillient

• great salespeople are made, not born

  • personality characteristics

  • individual characteristics (motivation, optimism)

• sales skills translate to many other careers and in your personal life.

• sales is the second largest occupational catergory in the us workforce.

• according to the bls, each day more than 15 million people make a living through convincning someone to buy something else.

• people spend 40% of their work time is spent persueding other people in ways that don’t involve making a purchase.

types of sales positions

• new buisness salespeople

  • field sales

  • cold calling

  • territory sales

bant approach to qualifying sales prospects

• budget

  • how much does the customer have to spend

• authority

  • who makes the final decision on what and when to buy

• need

  • is the purchence an urgent need or merely a want

• timing

  • how quickly will the customer need to make a decision