Creative selling Chapter 1

Sells goods or services to consumers, personal, non-business use

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

Works for the firm who manufactures the product, one of the more prestigious to hold

Sales Clerkes - Sales reps - technical reps -  business solutions specialists - key account reps - and top reps

Order takers ------------------ Order givers 
$27,000                                $100,000+

Reasons to go into sales..

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 

Non adversarial 
Non manipulative
Consultative 
Partnering 
Problem-solving

What does a professional salesperson do?

Creating customers for tomorrow
-customer loyalty 
-committed relationships

3 Types of Relationship Marketing.

80/20 Rule?

The sales process is a sequential series of actions.. name them (10)