Selling and Sales people
by Sergio Ramirez Salgado
1. Personal selling as a business activity performed by sales people
2. Why learn about personal selling?
2.1. Its more than just a set of secuential steps
2.2. It often involves multiple people not only sellers
2.3. Selling its about creating value
2.4. The goal of sell is create economic exchange
3. Everyone sells
4. The role of sales people in a business
4.1. Go-to- market strategies
4.1.1. Selling throught internet
4.1.2. Field sales representatives
4.1.3. Business partners
4.1.4. Resellers
4.1.5. Manufacturer agents
4.1.6. Franchises
4.1.7. Telemarketers
4.2. Multichannel Strategy
4.2.1. The use of several strategies at the same time
5. What do sales people do?
5.1. Client relationchip manager
5.1.1. Prospecting new customers
5.2. Account team manager
5.2.1. Coordinate activities within their firms
5.3. Vendor and channel management
5.3.1. Interact with other partnets to meet customer needs
5.4. Information provider
6. Types of salespeople
6.1. Behind retail salespeople there are salspeople working for commercial firms
7. Selling and distribution channels
7.1. There are different types of firms and of customers
8. Distribution channels
8.1. Businees-to-business Channels
8.2. Direct sales to a business customer
8.3. Sales though distributors
9. Consumer Channels
9.1. Used by producers and providers of consumer products and services
10. Describing Sales Jobs
10.1. Focused on 6 factors
10.1.1. The stage of the buy-sellers relationship
10.1.2. The salesperson’s role
10.1.3. The importance of the customer’s purchase decision
10.1.4. The location of the salesperson-customer contact
10.1.5. The nature of the offering sold by the salesperson
10.1.6. The salesperson’s role in securing customer commitment