Selling and Sales people
by Sergio Ramirez Salgado
1. Personal selling as a business activity performed by sales people
2. Why learn about personal selling?
2.1. Its more than just a set of secuential steps
2.2. It often involves multiple people not only sellers
2.3. Selling its about creating value
2.4. The goal of sell is create economic exchange
3. Everyone sells
4. Types of salespeople
4.1. Behind retail salespeople there are salspeople working for commercial firms
5. Selling and distribution channels
5.1. There are different types of firms and of customers
6. Distribution channels
6.1. Businees-to-business Channels
6.2. Direct sales to a business customer
6.3. Sales though distributors
7. Consumer Channels
7.1. Used by producers and providers of consumer products and services
8. Emotional intelligence
8.1. Ability to effectively understand and regulate one’s own emotions and to read and respond to the emotions of others
8.2. Important trait for salespeople
9. Rewards in selling
9.1. Personal selling offers interesting and rewarding career opportunities
9.2. Independence and responsability
9.3. Financial rewards
9.4. Management opportunities
10. Building partnership model
10.1. Knowledge and skills needed for succesful partnership
10.2. The partnership development process
10.3. The salesperson as a manager
11. The role of sales people in a business
11.1. Go-to- market strategies
11.1.1. Selling throught internet
11.1.2. Field sales representatives
11.1.3. Business partners
11.1.4. Resellers
11.1.5. Manufacturer agents
11.1.6. Franchises
11.1.7. Telemarketers
11.2. Multichannel Strategy
11.2.1. The use of several strategies at the same time
12. What do sales people do?
12.1. Client relationchip manager
12.1.1. Prospecting new customers
12.2. Account team manager
12.2.1. Coordinate activities within their firms
12.3. Vendor and channel management
12.3.1. Interact with other partnets to meet customer needs
12.4. Information provider
13. Describing Sales Jobs
13.1. Focused on 6 factors
13.1.1. The stage of the buy-sellers relationship
13.1.2. The salesperson’s role
13.1.3. The importance of the customer’s purchase decision
13.1.4. The location of the salesperson-customer contact
13.1.5. The nature of the offering sold by the salesperson
13.1.6. The salesperson’s role in securing customer commitment