1          It’s a Great Life

 

A.  Who Sells?

 

B.  Professional Personal Selling

                *  It is changing

                *  New professionalism

                *  The born salesperson?

                *  Commitment

                *  Marketing/Customer Oriented Selling (Table 1.1)

 

C.  What is a Customer?

                Categories?

 

                Organizational markets?

 

                Producers, resellers, governments

 

D.  What is a Product?

                Core:

                               

                Tangible:

 

                Augmented:

 

E.  Diverse Roles of the Professional Salesperson

                Order Taking:

 

                Order Supporting:

 

                Order creating:

 

                                1.  Trade selling

                                2.  Technical selling

                                3.  Creative selling

 

                                Using Insiders to Get the Sale (15)

 

F.  The Personal Selling Process

                1.  Prospecting and Qualifying

 

                     NAME:

 

                2.  Planning the Sales Call

 

                3.  Approaching the Prospect

 

                4.  Making the Sales Presentation

 

                5.  Negotiating

 

                6.  Confirming and Closing

 

                7.  Follow up

 

G.  Technology

 

H.  Benefits

 

I:   Career Paths:  Professional selling, sales management or marketing management