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Role of Salespeople in Business

Role of Salespeople in Business. TJ Holloway , BA, MSB, PHR Eastern Maine Community College - Bangor, ME BUA-263 Sales & Customer Relations. Great News!!!. You’re Already in Sales. You. Project 1: Selling Yourself. FIND A SALES JOB. Clip it or Print it. Update current resume.

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Role of Salespeople in Business

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  1. Role of Salespeoplein Business TJ Holloway, BA, MSB, PHR Eastern Maine Community College - Bangor, ME BUA-263 Sales & Customer Relations

  2. Great News!!!

  3. You’re Already in Sales You

  4. Project 1: Selling Yourself

  5. FIND A SALES JOB Clip it or Print it Update current resume Jobsinme.com Bangordailynews.com Careerbuilder.com Monster.com Jobs.com Jobs.net Snagajob.com Jobing.com Simplyhired.com

  6. Project I: Selling Yourself*Due Sept 10 • Find a Sales or Marketing position that you are qualified for in a job searching website or publication (Major, History, Interest…) -The ad will need to be turned in with your resume, so print or clip it • Organize and Create your ‘Core Competencies’ -Required in your resume -“Keywords” • Bring your current resume if you have one. (Ensure dates, phone numbers, addresses for past and current employers and educators are correct…) • Research potential employer and have notes for our next meeting

  7. What Characteristics do YouUse while Selling? Persuasiveness Logic Knowledge Adaptability Charm Your Best Selling Skill

  8. Is it the same for companies/agencies? Absolutely! However, the method of selling is different…

  9. “Add Value”to Meet Customer Needs “The reality for salespeople (in firms/companies/agencies) is that if they want to sell effectively, they have to recognize that the buyer has needs that can be met, not only by the product, but also by theselling processitself…”

  10. Dual Profit… How is that possible??? Both the Seller and the Buyer need to make a Profit!

  11. Define Profit Seller’s Profit Buyer’s Profit BR – (SP + TE) = Benefits Received ($) Selling Price ($) Time ($) Effort ($) SP – (CGS + SC) = Selling Price ($) Cost of Goods Sold* ($) Selling Cost ($) Profit

  12. What do Salespeople do? it all depends…

  13. Types of Sales Occupations It depends on the… • Client Relationship Manager • Account Team Manager • Vendor and Channel Manager • Information Provider “Studies have shown that when a salesperson’s role encompasses more than simply the selling function, the seller’s firm has more overall value.” Find 5 different ‘Examples of Sales Jobs’ See pg. 16-17

  14. Client Relationship Manager • Ensure that buyers get their expected value from each sale • Ensures: • Deliveries are made on time • Equipment is installed properly • Questions and complaints are resolved quickly • Operators are trained to use the equipment “In a ‘relationship’ each party wants to see the other be successful.”

  15. Account Team Manager • Coordinates activities within their firm to solve customer problems • Heads marketing ploys • Initiates approaches for improved efficiency • Ensures good relationships interdepartmentally • Maintains positive morale throughout the sales process

  16. Firm Information Provider • Disseminating knowledge from the customer to appropriate leaders in their company • Product knowledge • Expenses • Calls made/Future scheduled • Sales forecast • Competitor activities • Business conditions • Customer needs

  17. Vendor & Channel Manager • Identify the Specialist • Coordinate efforts that serve customers with other vendors • Maintain the Distribution Channel

  18. Distribution Channels (pg. 13) • Business-to-Business(B2B) Channels • Direct Channel • Distributor Channel • Consumer Channels • Manufacturer to Consumer • Manufacturer to Retailer to Consumer • Manufacturer toDistributor to Retailer to Consumer

  19. Types of Salespeople • Trade Salespeople • Sell to firms that resell their products • Work for manufacturers • Distributor Salespeople • Sell products made by various manufacturers to businesses • Work for distributers • Missionary Salespeople • Promote manufacturers products to other firms • Work for a manufacturer • Doesn’t really sell anything, directly • Promotes their products and initiates and/or strengthens relationships between the customer and local distributers of their product and/or their manufacturer

  20. Factors in Sales Occupations

  21. …more Factors in Sales Occupations

  22. Which type of sales job is right for YOU???

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