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SALES &

DISTRIBUTION
MANAGEMENT

SELLING AND MARKETING

WHAT IS SELLING?
WHAT IS MARKETING?
WHAT IS THE DIFFERENCE BETWEEN
SELLING AND MARKETING?

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Selling is Both an Art and a


S i
Science
Selling takes practice, just like golf or tennis

Selling is also a science because a growing body of


knowledge and objective facts describe selling

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How Does Selling Differ from


M k ti ?
Marketing?
Marketing is a pre-development function
Marketing looks for unmet needs and customer
preferences

Marketing is increasingly becoming a strategic


function which handles company brand as well as
product brands

Marketing now has well


well-established
established theories and best
practices

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FUNDAMENTAL
OF
SALES MANAGEMENT

SALES MANAGEMENT
Sales Management is the
the planning,
planning
direction, and control of personal
selling,
lli
i l di
including
recruiting,
iti
selecting,
l ti
equipping,
assigning,
routing,
supervising, paying and motivating as
these takes apply
pp y to the p
personal
Salesforce.

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Objective
Obtaining Sales Volume
Providingg Profit Contribution
Continuing Business Growth

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What is Selling?
Selling is just one of many marketing
components
Personal sellingg includes
Personal communication
Information
Persuasion
Helping others
Goods
G d
Services
Ideas
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Everybody
e ybody Se
Sells!
s!
Each of us develops communication techniques for
trying to get our way in life
You are involved in selling when you want
someone to do something
You use persuasion skills to persuade someone to
act

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What Salespeople are Paid to Do


Salespeople are paid to sell that is their job
Performance goals are set for:
Themselves In order to serve others and earn a living
and keep their job
Their employers So the companies will survive
Their customers To fulfill needs and help
organizations grow

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How Do You Sell Someone and Remain


F i d ?
Friends?
Salespeople need to close sales and at the same time
maintain a great relationship with their customers
What does this require?
q
This is what you will learn in this course

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Types of Sales Jobs


Retail
Direct
Wholesaler
Manufacturer

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cont
Selling for a Wholesaler
For resale
For use in pproducingg other ggoods
For use within an organization
Selling for a Manufacturer
Working for the firm who manufacturers the product
Usually one of the most prestigious jobs to hold

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The Sales Person


Personss Mental Preparation
S-A-L-E-S

S for Self-Confidence
A for Appearance
L for Listening
E for Enthusiasm
S for Service

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Exhibit 1.7: A S
Saless Personnel
s
C
Career Path

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Rewards
Non-financial
Non financial
Intrinsic reward of knowing youve skillfully
delivered a sales presentation
Quick path to managing large amounts of
responsibility
Quick path to managing others

Financial
Higher average salary than that of other workers
at the same level within the organization
Based upon performance, not tenure
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Personal Characteristics Needed to Sell for


B ildi LLong-term
Building
t
R
Relationships
l ti hi
Joy in
work

Caring for
customer

Self-control
in emotions

Harmony in
relationship

S l
Salesperson

Fairness
F
i
in the sale

Patience in
closing the
sale
Kind
to people

Faithful to
your word

Morally
ethical
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Sales Jobs Are Different


Salespeople:
Represent their companies to the world
Work
W k with
i h little
li l or no supervision
i i
Require more people skills
Are often
f
allowed to spend company funds
f
May require travel and being away from home

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What Does a Salesperson Do?


Creates new customers
Sells more to present customers
Builds long-term
g
relationships
p
Provides solutions to customers problems
Provides service to customers
Helps customers resell products to their

customers
Helps customers use products after purchase
Builds goodwill with customers
Provides
P id company with
i h market
k iinformation
f
i
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The Future of Salespeople: Skills


R
Required
i d
Learning conceptual skills
Example: planning
Learning
L
i human
h
skills
kill
Example: working with customers
Learning technical skills
Example: selling skills

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THANK YOU

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