Tuesday September 15, 2015 Seneca College – School of Marketing

 Understand the Role of Selling in everyday life  Be aware of the importance of sales an key engine of the Economy and for all business  Become aware of the wealth of career opportunies in the field of sales  Understand the evolution of the sales process and how to be successful in Sales on 2015

 Discuss the characteristics required to be successful in a career in sales.  Understand what you can expect from a career in sales.  Understand the different types of selling channels and selling environments. 2-3

 Involves person-to-person communication with a prospect  It is a process of:  developing relationships;  discovering customer needs;  matching appropriate products with those needs; and  communicating benefits through informing, reminding, or persuading. Copyright © 2013 Pearson Canada Inc.1-4

 Allows for more thorough qualifying.  Demonstrates sincere interest in the prospective customer.  Helps Determine prospective customer’s unique needs.  Ensures meaningful presentation of value- added solutions.  Promotes open communication and satisfaction feedback. Sales Dialogue: business conversation between buyers & sellers that occur as salespeople attempt to initiate, develop, & enhance customer relationships.

© 2013 by Nelson Education Ltd. Requires that salespeople earn customer trust and that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer value.

 The information economy will reward those salespeople who have the skills, the knowledge, and the motivation to determine how to create value at every step of the sales process  Improving the sales process to create value for the customer by:  Establishing a relationship based on trust  Carefully identifying the customer’s needs  Identifying the best possible product solutio n Copyright © 2013 Pearson Canada Inc.2 - 7

 The level of sales that is generated by each salesperson pays for the roles in human resources, marketing, operations, and other departments  Sales department is responsible and accountable to deliver sales to generate revenue and profit, which are required to operate and to invest in the company 1-8

© 2013 by Nelson Education Ltd. Canned Sales Presentation: sales presentations that include scripted sales calls, memorized presentations, and automated presentations. Sales Professionalism: a customer- oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

 Information economy – an economy where there is an emphasis on information processing.  Four major developments: 1. Major advances occur in information technology and electronic commerce 2. Information is a strategic resource 3. Business is defined by customer relationships 4. Sales success depends on adding value  Value-added Selling - improving the sales process to create value for the customer:  offer better advice and product solutions,  carefully manage customer relationships, and  provide better service after the sale. Copyright © 2013 Pearson Canada Inc.1-10

 "It is not what you know about your products that clients value, but what you can do with what you know to solve their business problems. Clients must believe you understand their business challenges and that you're prepared to drive results. They expect you to anticipate their needs and add to what they know. They look for insights, ideas, and know-how. For most salespeople, shifting their conversations from product to business challenges is a leap, not a tweak. For decades there have been no fundamental changes to selling and no impetus to radically change selling models--but that is no longer the case."

 Stimulus Response Selling  Mental States Selling, A.I. D. A.  Need Satisfaction Selling  Problem Solving Selling  Consultative Selling  Challenger/Insight Selling © 2013 by Nelson Education Ltd.

 Strategic Orchestrator- salesperson arranges the use of the sales organization’s resources in an effort to satisfy the customer  Business Consultant – salesperson uses internal and external sources to become an expert on the customer’s business  Long-Term Ally – salesperson supports the customer, even when an immediate sale is not expected © 2013 by Nelson Education Ltd.

 Today’s customer wants a quality product and a quality relationship  Partnering – a strategically developed, long-term relationship that solves the customer’s problems  Serves as a barrier to competing salespeople  Costs four to five times more to get a new customer than to keep an existing one Copyright © 2013 Pearson Canada Inc

 The role of a salesperson – To help buyers make SMART buying decisions  When you are considering investing your career in the selling profession, know what’s in it for you (WII-FM)  A salesperson has to work on multiple activities  Sales - “Pay-for-performance” profession 2-15 Item number:

 Passion for work and selling  Conceptual Thinking  Curiosity, desire to learn  Drive to succeed  Integrity, character and ability to build trust  Ability to ask the right questions  Sense of Urgency  Performance Orientation 2-16  Resilience and a positive attitude  Willingness to take risks  Ability to ask for an order  Independence and discipline  Flexibility  Assertiveness  Business acumen  Emotional intelegence

Copyright © 2013 Pearson Canada Inc.1-17 o Account Executive o Account Representative o Account Manager o Relationship Manager o District Representative o Marketing Partner o Sales Consultant o Business Development Manager o Sales Associate o Marketing Representative o Channel Partner  Two factors contribute to new titles:  Shift from “selling” to “partnering”  To reflect difference in education & skill

 One of the largest job posting categories online  Careers in selling offer:  Financial rewards  Recognition  Security  Opportunities for advancement  More than a million people  Approximately 10% of Canadian workforce Copyright © 2013 Pearson Canada Inc.1-18

 Above-average income  Above-average psychic income  Factors that provide psychological rewards;  Helps to satisfy the need for recognition and security, and motivates us to achieve higher levels of performance  Opportunity for advancement  Opportunities for women Copyright © 2013 Pearson Canada Inc.1-19

 Freedom to manage one’s own time and activities  Wide range of tasks and therefore a variety of skills are required  Face-to-face time is therefore at a premium  Average work week is more than 46 hours Copyright © 2013 Pearson Canada Inc.1-20

 Careers in sales include inside and outside sales  Inside Salesperson – performs selling activities at the employer’s location, typically using the telephone and  Take orders  Make calls on customers  Provide support for outside salespeople Copyright © 2013 Pearson Canada Inc.1-21

 Inside salesperson sometimes called a customer service representative  Providing a number of support services on behalf of outside salespeople  Telemarketing – a common form of outbound inside sales that serves several purposes, including sales and service.  Can include technical support personnel  TeleSales – The full sales job by phone  This is a fast growing segment of the sales landscape Copyright © 2013 Pearson Canada Inc.1-22

 Outside Salesperson – travels to meet prospects and customers in their place of business or residence  Many direct-to-consumer salespeople engage at least partially in outside sales  Inside and outside salespeople for the same company often work together and rely heavily upon each other Copyright © 2013 Pearson Canada Inc.1-23

 Includes business-to-business and business-to-consumer sales:  Hotel, motel, & convention centre services  Telecommunication services  Financial services  Media sales  Real estate  Insurance  Business services Copyright © 2013 Pearson Canada Inc.1-24

 Manufacturers employ sales and sales support personnel in a variety of different positions  Industrial salespeople  Sales engineer or applications engineer  Field salespeople – regularly visit face-to- face with new customers and current customers  Missionary salespeople Copyright © 2013 Pearson Canada Inc.1-25

 Well-trained salespeople can add value to the traditional shopping experience  Retail salespeople  Direct salespeople – independent contractors who represents manufacturers selling products or services directly to consumers, usually face-to-face but also via the telephone or Internet  Network (or multilevel) marketing – manufacturers rely on a large network of independent consultants or distributors to sell the product or service directly to consumers or businesses ▪ Earns income through direct sales commission and sponsoring new consultants ▪ Rapidly growing form Copyright © 2013 Pearson Canada Inc.1-26

 Knowledge worker – individuals whose work effort is centred around creating, using, sharing, and applying knowledge.  One of the master skills for success contribute in a major way to: ▪ Managerial Personnel ▪ Professionals ▪ Entrepreneurs Copyright © 2013 Pearson Canada Inc.1-27

 Includes:  lawyers  designers  programmers,  engineers,  consultants,  dentists,  counsellors  doctors,  accountants,  and more  20 million in Canada  Must display good communication skills and be able to build a relationship based on trust  Business or client development is expected Copyright © 2013 Pearson Canada Inc.1-28

 People who want to start a new business frequently need to sell their plan to investors and others  Once open, owners rely on personal selling to build their business Copyright © 2013 Pearson Canada Inc.1-29

 Selling Takes place in every area of life  Every business person Sells  Sales and Marketing are distinct but related  There is tremendous opportunities for employment as a Sales Professional  A good salesperson builds a relationship and trust with the customer and offers solutions  Companies sell to customers in business-to-business (B2B) or business-to- consumer (B2C) channels  Your résumé and cover letter are your “advertising” for your personal brand 2-30