Introduction to sales management
16-10-2012
AREN’T WE ALL SELLING?
• A candidate at a job interview. The candidate is selling his candidature and interviewer is selling his company.
• A boy and girl proposing to get married.
• A politician making speeches to get votes.
• A lawyer arguing his client’s case in the court.
• A student attempting the answers to questions to get a certificate/degree.
QUESTIONS FOR DISCUSSION
• How many students’ parents are in the profession of selling?
• How many of you intend to enter into selling? • What is the profession of your parents?
WHO IS A SALESPERSON?
• Anyone who sells a product, service or an idea is a salesperson.
WHO IS NOT SELLING?
• A mother sells her ideas to the child, doesn’t she? The consideration is emotional not monetary.
Activity
• We’re always selling.
• The way we talk, walk, dress, meet and greet others says something about us. Our overall personality either leaves a favourable or unfavourable impression on others. • Ask students volunteer to sell mobile phones, candidature, laptop, pen, etc.
(with their consent, make videos).
1
16-10-2012
Exercise 1
Exercise 2
• Write down five strengths that you have and that you want to build on and reinforce. • Identify five weaknesses or negative habits that you want to get rid of.
• List the things you can do to get rid of negative habits and build positive ones.
• Define a salesperson.
• Define selling.
• Why you intend to enter/not enter into the profession of marketing/selling?
• How is selling both a science and an art?
WHY HAS SELLING BECOME A BIGGER
CHALLENGE TODAY THAN IT WAS
YESTERDAY?
• Today a buyer has more options.
• Competition has also become intense and sophisticated. • Media has made people more knowledgeable and aware.
• The profession of selling really is the domain of the elite. The elite professional is like the cream that rises to the top, no matter how big or small the container.
• All sales
AREN’T WE ALL SELLING?
• A candidate at a job interview. The candidate is selling his candidature and interviewer is selling his company.
• A boy and girl proposing to get married.
• A politician making speeches to get votes.
• A lawyer arguing his client’s case in the court.
• A student attempting the answers to questions to get a certificate/degree.
QUESTIONS FOR DISCUSSION
• How many students’ parents are in the profession of selling?
• How many of you intend to enter into selling? • What is the profession of your parents?
WHO IS A SALESPERSON?
• Anyone who sells a product, service or an idea is a salesperson.
WHO IS NOT SELLING?
• A mother sells her ideas to the child, doesn’t she? The consideration is emotional not monetary.
Activity
• We’re always selling.
• The way we talk, walk, dress, meet and greet others says something about us. Our overall personality either leaves a favourable or unfavourable impression on others. • Ask students volunteer to sell mobile phones, candidature, laptop, pen, etc.
(with their consent, make videos).
1
16-10-2012
Exercise 1
Exercise 2
• Write down five strengths that you have and that you want to build on and reinforce. • Identify five weaknesses or negative habits that you want to get rid of.
• List the things you can do to get rid of negative habits and build positive ones.
• Define a salesperson.
• Define selling.
• Why you intend to enter/not enter into the profession of marketing/selling?
• How is selling both a science and an art?
WHY HAS SELLING BECOME A BIGGER
CHALLENGE TODAY THAN IT WAS
YESTERDAY?
• Today a buyer has more options.
• Competition has also become intense and sophisticated. • Media has made people more knowledgeable and aware.
• The profession of selling really is the domain of the elite. The elite professional is like the cream that rises to the top, no matter how big or small the container.
• All sales