Chap01 - Chapter 1 TheLife,Times,andCareerof...

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The Life, Times, and Career of  the Professional Salesperson Chapter 1
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C h a p t e r 1 1-2
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1-3 Main Topics Main Topics Personal Selling Today A New Definition of Personal Selling The Golden Rule of Personal Selling Everybody Sells! What Salespeople Are Paid to Do Why Choose a Sales Career? Is a Sales Career Right for You?
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1-4 Main Topics Main Topics Personal Selling Today A New Definition of Personal Selling The Golden Rule of Personal Selling Everybody Sells! What Salespeople Are Paid to Do Why Choose a Sales Career? Is a Sales Career Right for You?
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1-5 How Do You View Salespeople? Some people have a negative view of   salespeople. What is your view of salespeople? How many of you have a viewpoint that is Positive?  Negative? No opinion? How many of you are interested in a sales  career?
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1-6 Selling is just one of many marketing components Personal selling includes Personal communication of information Persuasion Helping others Goods Services Ideas  What is Selling?
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1-7 A New Definition of Personal Selling Personal Selling Refers to the personal communications of information To unselfishly persuade someone To buy something – a good, service, idea, or something  else – that satisfies that individual’s needs.
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1-8 Think of Your Grandmother Would you treat her in a selfish manner? Would you sell her something just to make a sale?
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1-9 Example - children whose cat had recently delivered a litter of kittens Girl - “They love each other so much that they’re trying to keep each other warm” Mother - “Actually they’re trying to keep themselves warm” Refers to the sales philosophy of unselfishly treating others as you would like to be treated Reciprocity is not expected The Golden Rule of Personal Selling 
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1-10 The Golden Rule of Personal Selling The Golden Rule is all about trying to keep  somebody else warm, even if it means that we get  cold in the process
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1-11 Salesperson Differences Traditional Salesperson Professional Salesperson Golden Rule Salesperson Guided by self-interests Takes care of customers Others interests most important
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1-12 Exhibit 1.3
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1-13 Exhibit 1.3: Self & Customer Service  Progress
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1-14  Everybody Sells! Each of us develops communication techniques  for trying to get our way in life You are involved in selling when you want  someone to do something You use persuasion skills to persuade someone to  act
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1-15  What Salespeople are Paid to Do Salespeople are paid to sell – that is their job Performance goals are set for: Themselves – In order to serve others and earn a living  and keep their job Their employers – So the companies will survive Their customers – To fulfill needs and help organizations  grow
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Chap01 - Chapter 1 TheLife,Times,andCareerof...

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