Creative selling Chapter 1
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Sells goods or services to consumers, personal, non-business use
selling in retail
manager of Lulu Lemon store
Face to face or telephone sales to consumers who use products for their personal use
For resale, for use in producing other goods, for use within an organization
selling for a wholesaler
Works for the firm who manufactures the product, one of the more prestigious to hold
Selling for a manufacturer
Sales Clerkes - Sales reps - technical reps - business solutions specialists - key account reps - and top reps
Order takers ------------------ Order givers
Seven sales job categories
Reasons to go into sales..
- wide variety of careers
- freedom of being on your own
- opportunity for advancement
- financial rewards
Intrinsic reward of knowing you're skill full
quicker path to managing large amounts of responsibility, different kinds of incentives, ex. trips and gifts
Higher average than that of other workers at the same level within the organization
Based upon performance
Goal: long-term relationship
You must be able to build relationships
What does a professional salesperson do?
- creates new customers
- sells more to present customers
- builds long-term relationships
- provides solutions
- provides services
Creating customers for tomorrow
3 Types of Relationship Marketing.
- Transactional selling
- Relationship selling
80% of sales is generated from 20% of customers
The sales process is a sequential series of actions.. name them (10)
Prospecting, pre-approaching, approach, presentation, trial close, objections, meet objections, trial close, close, follow-up & service
What would you like to do?
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