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L2 - The Sales Person - L2 THE SALESPERSON Unit Objectives...

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L2: THE SALESPERSON
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L2 The Salesperson Unit Objectives To understand what a salesperson is and is not. To be able to state how a salesperson spends their average work week. To explain the diverse roles performed by a salesperson. To state, define, and use the 10 ingredients for salesperson success 2
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L2 The Salesperson THE SALESPERSON WHAT IS A SALES PROFESSIONAL? It is not : It is not: coat A of freebies pants All-night “ hair It is not: Bubbly . Quick . Clever . Plaid Plaid Plaid Truckload Schmoozin Personality Wit Manipulations 3
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L2 The Salesperson THE SALESPERSON (cont’d) Finally, it is not selling to an ! Strategic Selling is a or a . Professional selling is the use of . communication to mutually . Agreements ( ). Ice Eskimo Science Discipline Effective Negotiate Beneficial Win-Win Persuasive ------------ 4
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L2 The Salesperson HOW SALESPEOPLE SPEND AVERAGE 46-HOUR WORKWEEK 5
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L2 The Salesperson DIVERSE ROLES A salesperson’s job is anything but monotonous (e.g., vs. a factory job) 1. Prospector: 2. Planner:
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