1. 7.5
Sales Professionals

2. What makes a good salesperson?
7.5
Intro to Promotion & Sales
Sales Professionals
What makes a good salesperson?
The salesperson must…..
Believe in the product
Be a good listener
Sense of humor
Self motivated and self disciplined
Strong work ethic
Personable

3. What makes a good salesperson?
7.5
Intro to Promotion & Sales
Sales Professionals
What makes a good salesperson?
The salesperson must…..
Knowledgeable
Someone who asks questions and listens
Self confident (not confused with arrogant!)
Ability to build relationships
“Thick skinned” (ability to handle the inevitable frequent rejection)
Effective time management skills

4. Sales Professionals Sales Skills Intro to Promotion & Sales
7.5
Intro to Promotion & Sales
Sales Professionals
Sales Skills
Never lose contact with prospective customers
This technique is often referred to as
“Knocking on old doors”
Consistently ask everyone to buy
Following up with customers after the sale with the same aggressiveness demonstrated before the sale

5. Sales Professionals Game Plan Intro to Promotion & Sales
7.5
Intro to Promotion & Sales
Sales Professionals
Game Plan
Devise a sales strategy that best caters to their strengths
A quality game plan includes gaining knowledge not only of company products and services, but of the backgrounds of prospective customers
The best salespeople devise and implement effective time management plans

6. Intro to Promotion & Sales
7.5
Intro to Promotion & Sales
What characteristics do
employers look for in sales professionals?
“We look for sales people who are self driven with a desire to learn, along with a sense of self confidence, knowledgeable about the industry, and a likeable personality. Building, maintaining and nurturing relationships are incredibly important to the sales cycle, so we want someone we know can be effective in that area. Finally, we want someone who can display a track record of excellence and can show how a strong work ethic led to those previous successes."
Rick Campbell, Former Vice-President of Premium Seating,
Comcast-Spectacor (Wachovia Center - Philadelphia Flyers & 76ers)

7. 7.5 REVIEW (ANSWERS)
Introduction to Promotion & Sales
1) Recognize some common characteristics of successful sales professionals
Belief in the product, good listener, sense of humor, self motivated/self disciplined, strong work ethic, personable, knowledgeable, someone who asks questions and listens, self confident (not to be confused with arrogant!), ability to build relationships, “thick skinned” (ability to handle the inevitable frequent rejection), effective time management skills