Personnel Selling

“Everybody lives by selling something.”Robert Louis Stevenson

Careers in Sales High demand but not a career for everybody,

but, good experience early in any career…

Negative perceptions

$…$…$

Personnel Selling

Selling ProcessProspecting

Qualifying

Approaching

Presenting/Demonstration

Handling Objections and Questions

Closing

Follow-up

Personal Selling

Sales force activitiesCultivating new clients

Communication

Selling

Servicing

Information gathering

Allocating scarce resources

Personnel Selling

ObjectivesUnits or $ sold

Market share by territory

Target profit per sale

Maximize sales per $ cost

Maximize number of sales calls per period

…but these mostly conflict…?

Personnel Selling

Salary versus Commission

control…incentive

security…fairness

simplicity…flexibility

Personnel Selling

4 E’sEnergy for long hours

Enthusiasm for job, product

Empathy for customer

Ego, victory, desire to win

Blowing in the Wind Video

Annoying Sales Promotion Works