文档介绍：Selling Ingram, e, Avila, Schwepker, and Williams
Multimedia Presentations
Steven J. Remington, .
Buena Vista University
August, 2000
Module 1 An Overview of Personal Selling
Evolution of Personal Selling
Early Origins of Personal Selling
Industrial Revolution Era
(1700s Europe; 1850s US)
Post-Industrial Revolution Era
(1800s Europe; 1900 US)
Canned Sales Presentation
The War and Depression Era
Professionalism: The Modern Era
Characteristics of Sales Professionalism
Customer Orientation
Use of Truthful and Nonmanipulative Tactics
Focus on Long-Term Satisfaction of Customer and Selling Firm
Cost/Sales Call
$80-$242/ call
Contributions of Personal Selling Salespeople and Society
Salespeople as Economic Stimuli
Salespeople and Diffusion of Innovation
Contributions of Personal Selling Salespeople and the Employing Firm
Salespeople as Revenue Producers
Market Research and Feedback
Salespeople as Future Managers
Contributions of Personal Selling Salespeople and the Customer
Are honest
Understand general business and economic trends, as well as the buyer's business
Provide guidance throughout the sales process
Help the buyer to solve problems
Have a pleasant personality and a good professional image
Coordinate all aspects of the product and service to provide a total package
Industrial buyers prefer to deal with salespeople who:
Classification Of Personal Selling Jobs
Sales Support Personnel
Missionary Salespeople
Detailer
Technical Support Salespeople
New Business
Pioneers
Order-getters
Existing Business
Order-takers
Insider Sales (non-retail)
Direct-to-Consumer Sales (retail)
Combination Sales Jobs
Characteristics Of Sales Careers
Job Security
Advancement Opportunities
Immediate Feedback
Prestige
Job Variety
pensation
Boundary-Role Effects