Fundamentals of Selling

Fundamentals of Selling - CHAPTER 1 The Life, Times and...

Info iconThis preview shows pages 1–3. Sign up to view the full content.

View Full Document Right Arrow Icon
CHAPTER 1 The Life, Times and Career of the Professional Salesperson LECTURE OUTLINE I. WHAT IS SELLING? A. Traditional definition of personal selling refers to the personal communication of information to persuade a prospective customer to buy something—a good, a service, an idea or something else—which satisfies that individual’s needs. B. Personal selling today: In early 2000, corporate corruption contributed to the negative image of all business professions. 1. Insurance salespeople, advertising practitioners and used car salespeople are the lowest rated job categories in perceived honesty and ethical standards. 2. What about you? Take Dr. Futrell’s poll (//futrell- www.tamu.edu): a. What does the general public think about salespeople? b. What do you think about salespeople? c. After graduation, would you accept a sales job? d. The main reasons for low marks may be greed and lack of trustworthiness. II. A NEW DEFINITION OF PERSONAL SELLING refers to the personal communication of information to unselfishly persuade a prospective customer to buy something—a good, a service, an idea or something else—which satisfies that individual’s needs. A. Think of your grandmother. Would you mistreat your grandmother in a sales transaction? B. Salespeople should handle their customers with unselfish and ethical service. III. THE GOLDEN RULE OF PERSONAL SELLING refers to the sales philosophy of unselfishly treating others as you would like to be treated. A. There are different views of the Golden Rule:
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
1. Negative form: “If you don’t like to get cheated in a purchase, don’t cheat others.” 2. Positive form: “If you like to receive the best price, then offer the best price to your customers.” 3. The Golden Rule is all about trying to keep somebody else warm even if it means that we get cold in the process. 4. Salesperson differences can be explained by the individual’s level of self-interest. B. Everybody sells. 1. You develop communications techniques for getting your way in life. 2. Your ability to communicate effectively is a key to success in life. IV. WHAT SALESPEOPLE ARE PAID TO DO A. Salespeople need to sell something “today” to meet performance goals for: 1. Themselves. 2. Their employer. 3. Their customers. V. WHY CHOOSE A SALES CAREER? A. There are six major reasons for choosing a career in sales: 1. The opportunity to provide service to others. 2. The variety of jobs available. 3. Freedom of being on your own. 4. The challenge of selling. 5. The opportunity for advancement. 6. The rewards from a sales career. B. Providing service means helping others. 1. A sales career provides the opportunity for service and an emotional purpose in life gained from helping others.
Background image of page 2
Image of page 3
This is the end of the preview. Sign up to access the rest of the document.

Page1 / 14

Fundamentals of Selling - CHAPTER 1 The Life, Times and...

This preview shows document pages 1 - 3. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online