Chapter

2
Career In Professional
Selling & Sales
Management

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Chapter

2
Chapter Overview
Sales Opportunities
Career Preparation & Development
Job Search Guide
Sales Professionalism
Summary

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What is Selling?
Selling is just one of many marketing components
Personal selling:
Personal communication of information
Persuasive
Needs fulfillment:
Goods
Services
Ideas

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Everybody Sells!
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 personal 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 So they make money and can keep
their job.
Their Employer So the company will survive.
Their Customers To fulfill needs and help
organizations grow.

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Advantages Of Sales Career:

Financial Rewards

Personal Satisfaction

Opportunities for Advancement

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Rewards
Financial
Higher average than that of other workers at the
same level within the organization

Based upon performance

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Personal Satisfaction

Intrinsic reward of knowing youve skillfully

delivered a sales presentation
Quick path to managing large amounts of
responsibility

Quick path to managing others

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Is a Sales Career Right for You?
What are your past accomplishments?
What are your goals?
Do you want to have the responsibilities of a sales job?
Do you mind travel? How much travel is acceptable?
How much freedom do you want in a job?
Do you have the personality characteristics to
succeed?
Are you willing to transfer to another city? Another
state?

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Opportunities for Advancement
There are a wide variety of
sales jobs available
The freedom of being on
your own
The challenge of selling
The opportunity for
advancement in a company
The rewards from a sales
career

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Other Advantages of Selling:
International and global selling
Cultural fluency
Language fluency

Diversity of salespeople and customers

Customer partnerships
Ethical and professional behavior
E-selling

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 Shumail Abid

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Sales Opportunities In The Past:
Minorities groups were not involved in sales forces.
Now the point of view has been changed.
Now its an option giving excellent employment
opportunities.
Sales enhances occupational and social
advancement.

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Sales Opportunities:

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Sales Opportunities:

2-In Growth Industries:

An emerging market economy describes a nation's

economy that is progressing toward becoming more
advanced, usually by means of rapid growth and
industrialization. These countries experience an
expanding role both in the world economy and on the
political frontier.

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Sales Opportunities In Growth Industries:

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Sales Opportunities In Growth Industries:

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 Hajra Rizwan

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Career Preparation & Development:

Career planning/preparation is the process of setting

individual career objectives and creatively developing
activities that will achieve them.
Career planning can also be seen as a personal
process, consisting 3 criteria:
1) broad life planning
2) development planning
3) performance planning.

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Career Planning

Opportunities for jobs in this occupation will be most easily

obtained by persons who have a considerable amount of retail
experience.
An overall slower-than-average growth rate for jobs in this area
of work is likely to come about due to the expected decline in
the number of self- employed sales supervisors needed.
Supervisors in this area of work often work long irregular hours
which commonly include evenings and weekends.
Many business establishments promote employees within the
company to supervisory positions. In some cases a
postsecondary degree may increase chances for sale
employees to be advanced into a position management.
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Career Development:
Career development for sales force is designed to
encourage employees to take responsibilities for their
careers.
Employees can reflect on their present occupation in
order to determine their level of satisfaction.
Workshops and seminars are excellent vehicles for
orienting employees to career/ life planning, a major
component of career development.

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 Farrukh Najam

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Job Search Guide:
Before starting the job search decide which factors
are important to you.
List long term versus short term goals or personal
versus career goals.
Search or took complete information about the sales
job.(benefits & suffering/ hurdles both)
The next step is to focus your job search on specific
reputable industries.

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Sources of Searching Sales Jobs:
Two sources that identify available sales jobs:
1. Internal
Among the most widely used internal sources are
employee newsletters
bulletin board announcements
employee referral programs, which may offer
employees a "finder's fee" to recommend potential
salespeople
2. External
Sources include:
newspaper advertisements
employment agencies
colleges and universities
career conferences or job fairs
professional organizations
Wall Street Journal, trade journals, and
private employment agencies

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What Companies Look for In New Salesperson:

In general, successful sales candidates tend to have the following 3

characteristics:
1. Self-Motivation:
able to explain why they selected sales as a career path
exhibit and communicate high energy levels
ability to work long and hard without discouragement
a track record of setting and achieving meaningful goals
capacity to initiate action and influence events rather than being merely passive
observers
express thoughts and ideas clearly and directly
organize thoughts logically
ask insightful questions about the company
listen attentively

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What Companies Look for In New Salespersons:

2. Interpersonal Skills:
interact comfortably in a friendly fashion with diverse
types of people in different situations
have persuasive ability to win the confidence of others
are flexible and adaptable to new situations
can handle rejection and disappointments without losing
confidence or effectiveness
3.Planning/Organizing Skills:
can establish realistic short-run and long-run objectives
can prioritize tasks
can develop clear strategies to achieve objectives
can make sound judgments and decisions based on facts

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How Companies Screen for a Sales Job:

The screening process includes:

1. Screening interview

2. Screening tools and tests

Intelligence tests
Sales aptitude tests
Personality tests
Polygraph tests
Attitude and lifestyle tests
Drug and AIDS tests

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Questions Often Asked in a Screening Interview:

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Questions Often Asked in a Screening Interview:

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Possible Reasons for Rejecting Sales Candidates:

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Possible Reasons for Rejecting Sales Candidates:

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Sales Professionalism:
Sales professionalism includes a performance
dimension, which involves the degree to which
salesperson & managers are informed, prepared,
& dedicate to satisfying the buyers needs.

Sales professionalism also includes are ethics

dimension, an issue which has greatly increased
in importance in recent years.

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Major Responsibilities of Salesperson:

Manages a territory
Creates new customers
Sells more to present customers
Builds long-term relationships
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 company with market information
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Success in Selling:
Love of selling
Willingness to work hard
The need to achieve
An optimistic outlook
Knowledgeable
Ruthless about time
Active listener
Service oriented
Physically and mentally prepared

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Success In Selling:

Relationship selling includes:

Non-adversarial
Non-manipulative
Consultative
Partnering
Problem-solving
Goal: long-term relationship

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Summary:
Explains how sales management prepares someone
for future career challenges.
Highlight the advantages & opportunities of a sales
career.
Provide major steps how to search the sales job.
Explains how to prepare someone for a sales career.
Identify & explain the dimensions of Sales
Professionalism.

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Thank you