1. Professional Sales
An Introduction

2. Traditional Marketing Mix
Product
Price
Promotion
Distribution
Advertising
Personal
Selling
Sales
Promotions
Direct
Marketing
Public
Relations

3. Individual Introductions
Name
Where you are from
Something that will make me remember you,…
Professional Sales/Selling to me is,……

4. The Sales Process: An Overview
Selling Foundations
Selling Strategy
Initiating Customer
Relationships
Developing Customer
Relationships
Enhancing Customer Relationships

5. Word Association,…..
Provide both positive and negative words and impressions of the term “salesperson”

6. Why are there these perceptions?

7. Selling,….. Selling has been around since there were goods to trade.
The role of the salesperson has evolved becoming more professional and structured.
Salespeople play an important role in creating and maintaining a strong economy.
Salespeople are solution providers (Advisors).
Sales is a process focusing on initiating, developing, and enhancing customer relationships.

8. What is Professional Selling?
Professional selling is the interpersonal communication process in which a seller uncovers and satisfies the needs and wants of a prospect to the mutual, long-term benefit of both parties

9. Evolution of Personal Selling
Peddlers selling door to door served as intermediaries
Selling function became more structured
As we begin the 21st century, selling continues to develop,
becoming more professional and more relational
Industrial Revolution
Post-Industrial Revolution
War and Depression
Modern Era
1800s
1900s
2000s
Business organizations employed salespeople
Selling function became more professional

10. Effective Selling in a Highly Competitive Selling Environment
Salespeople must do their homework and prepare before meeting with prospects
Study the market
Study the prospects’ needs
Put the customer first
Engage in continuous learning and professional development

11. Contributions of Personal Selling: Salespeople and Society
Salespeople help stimulate the economy
Salespeople help with the diffusion of innovation

12. Contributions of Personal Selling: Salespeople and the Employing Firm
Salespeople generate revenue
Salespeople provide market research and customer feedback
Salespeople become future leaders in the organization

13. Contributions of Personal Selling: Salespeople and the Customer
Salespeople provide solutions to problems
Salespeople provide expertise and serve as information resources
Salespeople serve as advocates for the customer when dealing with the selling organization

14. Understanding the Customer
To motivate the prospect to buy or consider a product or service salespeople must:
Understand how their prospect’s mind works (a customer behaviour approach)
Be able to uncover the prospect’s hidden needs or wants

15. Let’s Discuss. What would you do
Let’s Discuss! What would you do? Ethical Dilemma - Page 14 of your text

16. Transaction-Focused vs. Relationship Focused
Long term thinking
Developing the relationship takes priority over getting the sale
Interaction between buyer and seller is collaborative.
Salesperson is customer-oriented
Short term thinking
Making the sale has priority over most other considerations
Interaction between buyer and seller is competitive
Salesperson is self-interest oriented

17. Building Relationships
Satisfied customers repeat their purchases because they are satisfied with the value of the relationship
Taking care of existing customers reduces sales cycle time and increases efficiency.
What does this mean?

18. Foundations of Relationships in Marketing and Sales
Trust
Commitment
Perceived value
Perceived quality of service and interactions
Customer satisfaction - exceeding/meeting customer expectations
Long time horizon

19. The Sales Process: An Overview
Selling Foundations
Selling Strategy
Initiating Customer
Relationships
Developing Customer
Relationships
Enhancing Customer Relationships

20. Enhancing Customer Relationships
The Sales Process
Initiating Customer
Relationships
Developing Customer
Relationships
Enhancing Customer Relationships
Prospecting
Preapproach
Presentation Planning
Approaching the Customer

21. Enhancing Customer Relationships
The Sales Process
Initiating Customer
Relationships
Developing Customer
Relationships
Enhancing Customer Relationships
Sales Presentation Delivery
Earning Customer Commitment

22. Enhancing Customer Relationships
The Sales Process
Initiating Customer
Relationships
Developing Customer
Relationships
Enhancing Customer Relationships
Adding Value through Follow-up, Self-leadership, and Teamwork