Sales Management

7/20/2012

Amity Business School

Classification of Personal Selling Jobs

1- Sales Support

Amity Business School

Amity Business School

Types of Selling Jobs and Characteristics/Skills and competencies for Success Prof. P K Bansal

– Not involved in direct procurement of an order but mainly they stimulate sales. – May report to another sales person responsible for the sales order. – Called Missionary Salespeople or Technical Support salespeople

Amity Business School

Amity Business School

2- New Business – Called, Pioneers or Order –getters – Pioneers work for new products/customers and sales growth objective. – Do creative selling and counter resistance to change e.g. selling Franchising concept etc. • Order-getters seek orders in competitive environment with sales growth objective. • They may serve the existing customers on an ongoing basis but Pioneers move out to new customers as soon as possible

3- Existing Business – Called Order-taker. Primary responsible to maintain relationship with the existing customers. – May follow the Pioneers and take over the account – Reliable and competent in assuring customer convenience

Amity Business School

Amity Business School

4- Inside Sales – Non-retail sales people who remain in their employer’s place of business doing either telemarketing or when customers walk into the seller’s premises as add-on sales attempt.

5- Direct to consumers Sales – Can be a Full-time or temporary counter sales person in a retail store to highly educated, professionally trained stockbroker doing challenging direct –to-consumer sales of intangible services such as insurance and financial services.

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7/20/2012

Amity Business School

Characteristics for Success in Sales Amity Business School

1- Empathy – Ability to see things as others would see them – Read cues furnished by the customer to plan and adjust feedback during presentation. – Important success factor in relationship selling. 2- Ego Drive – Degree of determination a person...