Professional Sales

1
Professional Sales

• An Introduction

2
Selling,..

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

3
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

4
Traditional Marketing Mix
Product
Price
Promotion
Distribution
5
Evolution of Personal Selling
As we begin the 21st century, selling continues
to develop, becoming more professional and more
relational
6
Effective Selling in a HighlyCompetitive Selling
Environment

• Salespeople must do their homework before meeting
  with prospects
• Study the market
• Study the prospects needs
• Put the customer first
• Engage in continuous learning and professional
  development

7
Understanding the Customer

• To motivate the prospect to buy or consider a
  product or service salespeople must
• Understand how their prospects mind works
• Be able to uncover the prospects hidden needs or
  wants

8
Transaction-Focused vs. Relationship Focused
Transaction-Focused
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

9
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

10
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

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
The Sales Process An Overview
15
The Sales Process
16
The Sales Process
17
The Sales Process