Welcome to Professional Selling

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Chapter 1

• Welcome to Professional Selling!
• Mrs. Howatt

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What is Marketing?

• The process of planning and executing the
  conception , pricing, promotion, distribution
  of ideas, goods, and services to create exchanges
  that satisfy individual and organizational
  objectives.

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What is selling?

• Business activity with person-to-person
  communication. A salesperson uncovers and
  satisfies the buyers needs to the mutual,
  long-term benefit of both parties.

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Should a production manager have a basic
knowledge of selling?

• To present their needs to other executives in the
  firm.
• Convince management that new equipment should be
  purchased.

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What are some advantagesof a sales job?

• Challenge
• Job satisfaction
• Rewards from making a tough sale
• Learning the business from the bottom up

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What are some disadvantagesof a sales job?

• Limited supervision
• Potential conflict between customer and company
  demands
• Depression from lost sales

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What are the strengths weaknesses of the
various communication methods?
Exhibit 1.3
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Which sales job would you prefer?
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Inside and Outside Sales

• At a broad level, professional selling can be
  divided into two types

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Frito LaySales Opportunitiesin Large
Organizations
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What are the characteristics of successful
salespeople?

• Motivated to succeed learn
• Dependable and trustworthy
• Ethical
• Have product knowledge
• Communication skills
• Flexible
• Creativity and Confidence

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Annual Income of Salespeopleand Sales Managers
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Interesting Stats

• Demand for sales students
• The hiring landscape