Psch2- Personal Selling Opportunities

Front 1

One can add value to information by:

Back 1

Collecting, organizing, clarifying, and presenting it in a convincing manner

Front 2

Knowledge Workers

Back 2

People whose work effort create, uses, shares, and applies knowledge
ie: Managerial personnel, professionals (accountants, consultants, lawyers), entrepreneurs, customer service reps

Front 3

Salesperson average 46 hour work week:

Back 3

5- service calls
7- administrative tasks
8- waiting/traveling
12- telephone sales
14- face-to-face selling

Front 4

Rewards of Selling Careers

Back 4

- above average (psychic) income
- opportunity for advancement
- opportunities for women and minorities

Front 5

Inside Salespeople

Back 5

- perform sales activities at the employers location
ie: customer service reps

Front 6

Outside Salespeople

Back 6

meet prospects and customers in their place of business/residence

Front 7

Business-to-business Channels

Back 7

- outside sales people interact with potential customers on a face-to-face basis
- inside salespeople communicate with customers, identify new prospects, and carry out other sales activities

Front 8

Manufacturing Selling (salespeople)

Back 8

Field: gains new customers, increases sales for existing customers
detail: assists clients with marketing, collects data
sales engineer: knows technical details, must identify analyze solve customer problems
inside: takes orders, supports field staff

Front 9

Consumer Goods Channels

Back 9

- includes retail and direct selling careers
- well trained employees can add value to experience

Front 10

Sources of Sales Training

Back 10

1. Corporate sponsored training
2. Commercial vendors
3. Certification programs
4. College courses