Selling and Sales Management salesperson review
Are Salespeople Born or Made?
The skills required to be a successful salesperson can be learned.
People can learn to work hard, plan their time, and adapt their sales
approach to their customers needs.
Selling and sales management chapter 3 review
How do organizations make purchase decisions?
Which factors do organizations consider when evaluating products and
What are the different types of customers?
Who is involved in the buying decision?
Selling and Sales Force Management types of selling Review
Business to Business Selling
Office Equipment (Cannon, Pitney Bowes, Minolta, Canon, Lanier)
Parts, Tools (Makita, Fastenal)
Raw Materials (usually agents)
Construction (AK Steel, Pella)
Selling and Sales Force Management section 2 reviews
Can you think of an example of a company who uses a multichannel go-to-market
What do Salespeople do?
Client relationship manager
Account team manager
Vendor and channel manager
Selling and sales Management Adaptive selling Review
Written and/or oral presentation based on a detailed analysis of the
Allows the salesperson to demonstrate empathy
Provides greatest opportunity to adapt to custo
Selling and Sales Management roles review
The Role of Salespeople in Business
Vital Role in IMC strategy (Integrated Marketing Communications)
Communication programs that coordinate the use of various vehicles to
maximize the total impact of the programs
Selling and sales management styles and listening review
Identifying Customers Social Styles
Concentrate on the customers behavior and disregard how you feel about
Avoid assuming that specific jobs or functions are associated with a social
Selling and Sales management social style Review
The Social Style Matrix
Popular training program that companies use to help sales people adapt their
Adjust your behavior to mirror or match your customers social style
Dimensions of So
Selling and Sales Management Section 4 Review
Questions Answered in This Chapter
What is adaptive selling?
Why is it important for salespeople to practice adaptive selling?
What kind of knowledge do salespeople need to practice adaptive selling?
How can s
Selling and Sales Force Management section 1
Some questions you might be asking
What is selling?
Why should you learn selling even if you do not plan to be a salesperson?
What is the role of personal selling in a firm?
What are the different types of sale