Selling as a Profession

Sales Management
Compiled & Presented By:
Anuj Sharma
Text Book: Fundamentals of Selling – Customers for life
through services by Charles M. Futrell (12th Edition)
Pre-Class Reading – Chapter 1
Presented to the students of Tolani Institute of
Management Studies

 Negative –
 They are constantly nagging me.
 They are dishonest.
 I don’t trust what the salesperson tells me.
 Positive –
 They are very helpful
 I trust a salesperson blindly
 How many of you are interested in a Sales
Career?

 You want to go on a date?
 You want to ask for more pocket money?
 You want to urge your professor to raise your
grade?
 You want to apply for a new job?
 You want a salary hike?

 SellingVs. Marketing
 Definition:
Personal selling refers to the personal communication of information to persuade a
prospective customer to buy something – a good, service, idea or something else –
that satisfies the individual’s needs
 Selling Includes:
 Person helping another person
 Examine the needs
 Provide information
 Suggest a product to meet their needs
 After-the-sale service to ensure long term satisfaction

 Insurance Salespeople,Advertising Practitioners &
Used Car Salespeople are the three lowest job
categories on perceived honesty & ethical
standards!
 NonTrustworthy
 Greedy
 Unethical
 Cheaters

 Insert the word “Unselfish”
Personal Selling refer to the personal communication
of information to UNSELFISHLY persuade a
prospective customer to buy something – a good, a
service, an idea or something else – that satisfies
the individual’s needs

 Tell the truth about what the product will do
 Give the best price on the best product for
the need
 Deliver on time
 Provide outstanding follow-up service
 Tell the customer if it’s not the right product

 Unselfishly treating others as you would like
to be treated

Traditional Salespeople Professional Salespeople Golden Rule Salespeople
Do what they think they
can get away with.
Do what they are legally
required to do.
Do the right thing.
Guided by self-interests. Take care of customers. Find others’ interests most
important.
Attribute results to
personal efforts.
Attribute results to
personal efforts, employer,
customers, economy.
Attribute results to others.
Seek recognition for
efforts; sharing not
important. Pride & ego
driven.
Enjoy recognition, may
share if it suits their
purpose. Pride & ego
driven.
Feel that an individual’s
performance is due to
others, thus not motivated
by pride & ego.
Money is life’s main
motivator.
Money is important, but
not to the customer’s
detriment.
Service most important;
money is to be shared.

 Sales people are paid to sell!
 But, they set performance goals for:
 Themselves – In order to serve others, earn a
living and keep their jobs.
 Their Employers – because without the
generation of revenues the company fails.
 Their Customers – because their products help
customers fulfil their needs

1. Opportunity to provide service to others.
2. The wide variety of sales jobs available.
3. The freedom of being on your own.
4. The challenge of selling.
5. The opportunity for advancement in a
company.
6. The rewards from a sales career – Financial
& Non financial rewards.

 What are my past accomplishments?
 What are my future goals?
 Do I want to have the responsibility of sales?
 Do I mind travel?
 How much freedom do I want in the job?
 Do I have the personality characteristics for
the job?
 Am I willing to transfer to another city?
Another State?

 Mature & Intelligent.
 Handle themselves well under pressure.
 Good interpersonal skills.
 Well thought out career plan.
 Can discuss rationally.
 Friendly & pleasing personality.
 A clean, neat, appearance is must.
 Positive attitude.
 Willing to work hard.
 Ambitious.
 Interest in employer’s field of business.

Love
Of
Selling
Service to
Others
Use of
Golden
Rule
Communication
Ability
Characteristics
of the person
himself
Excels at
Strategic
Thinking
Sales
Knowledge
Stamina for
the Job

 S – Success begins with love – Find a job you love, you will
never work again.
 S – Service to others – Salespeople are dream makers!
 U – Use the Golden Rule – People like to buy, not be sold.
 C – Communication Ability –Verbal & NonVerbal
Communication.
 C – Characteristics for the job – Are you ready for the job?
 E – Excels at StrategicThinking – Strategic problem solvers
for the customers!
 S – Sales Knowledge – Expert on everything involved with
their products!
 S – Stamina for the Challenge – Physically, Mentally &
Spiritually ready to take on the job!

Caring for
customer
Joy in work
Harmony in
relationships
Patience in
closing the
sale
Kind to
people
Morally
Ethical
Faithful to
word
Fairness in
the sale
Self-control
in emotions

1. Creates new customers.
2. Sells more to the present customers.
3. Builds long-term relationships with customers.
4. Provides solutions to customers’ problems.
5. Provides service to customers.
6. Helps customers to Resell products to their
customers.
7. Helps customers to use the products after purchase.
8. Builds goodwill with customers.
9. Provides the company with the Market Information.

 Conceptual Skills
 Human Skills
 Technical Skills
 International & Global Selling
 Cultural Fluency
 Language Fluency
 Ethical & Professional Behaviour
 Customer Partnerships
 E-Selling

 Grazie
 Gracias
 Domo Arigato
 Merci
 Danke
 Obrigado
 Mahalo
 शुक्रिया

Selling as a Profession

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Selling as a Profession