Role of Salespeople in Business TJ Holloway, BA, MSB, PHR Eastern Maine Community College - Bangor, ME BUA-263 Sales & Customer Relations

You’re Already in Sales You Parents Professors Inter- viewers People of Interest

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020870A01_LT 6 Project I: Selling Yourself* Due Sept 10 Find a Sales or Marketing position that you are qualified for in a job searching website or publication (Major, History, Interest…) -The ad will need to be turned in with your resume, so print or clip it Organize and Create your ‘Core Competencies’ -Required in your resume -“Keywords”  Bring your current resume if you have one. ( Ensure dates, phone numbers, addresses for past and current employers and educators are correct…) Research potential employer and have notes for our next meeting Find a Sales or Marketing position that you are qualified for in a job searching website or publication (Major, History, Interest…) -The ad will need to be turned in with your resume, so print or clip it Organize and Create your ‘Core Competencies’ -Required in your resume -“Keywords”  Bring your current resume if you have one. ( Ensure dates, phone numbers, addresses for past and current employers and educators are correct…) Research potential employer and have notes for our next meeting

What Characteristics do You Use while Selling?

Is it the same for companies/agencies? However, the method of selling is different…

“Add Value” to Meet Customer Needs “The reality for salespeople (in firms/companies/agencies) is that if they want to sell effectively, they have to recognize that the buyer has needs that can be met, not only by the product, but also by the selling process itself…”

Both the Seller and the Buyer need to make a Profit!

Define Profit Seller’s Profit SP – (CGS + SC) = Selling Price ($) Cost of Goods Sold* ($) Selling Cost ($) Buyer’s Profit BR – (SP + TE) = Benefits Received ($) Selling Price ($) Time ($) Effort ($)

What do Salespeople do?

Types of Sales Occupations Client Relationship Manager Account Team Manager Vendor and Channel Manager Information Provider “Studies have shown that when a salesperson’s role encompasses more than simply the selling function, the seller’s firm has more overall value.” It depends on the…

Client Relationship Manager Ensure that buyers get their expected value from each sale Ensures: » Deliveries are made on time » Equipment is installed properly » Questions and complaints are resolved quickly » Operators are trained to use the equipment “In a ‘relationship’ each party wants to see the other be successful.”

Account Team Manager Coordinates activities within their firm to solve customer problems Heads marketing ploys Initiates approaches for improved efficiency Ensures good relationships interdepartmentally Maintains positive morale throughout the sales process

Firm Information Provider Disseminating knowledge from the customer to appropriate leaders in their company Product knowledge Expenses Calls made/Future scheduled Sales forecast Competitor activities Business conditions Customer needs

Vendor & Channel Manager Identify the Specialist Coordinate efforts that serve customers with other vendors Maintain the Distribution Channel

Distribution Channels (pg. 13) Business-to-Business (B2B) Channels – Direct Channel – Distributor Channel Consumer Channels – Manufacturer to Consumer – Manufacturer to Retailer to Consumer – Manufacturer to Distributor to Retailer to Consumer

Types of Salespeople Trade Salespeople – Sell to firms that resell their products – Work for manufacturers Distributor Salespeople – Sell products made by various manufacturers to businesses – Work for distributers Missionary Salespeople – Promote manufacturers products to other firms – Work for a manufacturer – Doesn’t really sell anything, directly – Promotes their products and initiates and/or strengthens relationships between the customer and local distributers of their product and/or their manufacturer

Factors in Sales Occupations

…more Factors in Sales Occupations