Personnel Selling

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					                     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
   $…$…$
                    Personnel Selling

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

Sales force activities
   Cultivating new clients
   Communication
   Selling
   Servicing
   Information gathering
   Allocating scarce resources
                     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…?
                       Personnel Selling

Salary versus Commission

   control…incentive

   security…fairness

   simplicity…flexibility
                     Personnel Selling

4 E’s
   Energy for long hours
   Enthusiasm for job, product
   Empathy for customer
   Ego, victory, desire to win
Blowing in the Wind Video

Annoying Sales Promotion Works

				
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posted:10/4/2012
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