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Module1AnOverviewofPersonalSelling
EvolutionofPersonalSelling
EarlyOriginsofPersonalSelling
IndustrialRevolutionEra
(1700sEurope;1850sUS)
Post-IndustrialRevolutionEra
(1800sEurope;1900US)
CannedSalesPresentation
TheWarandDepressionEra
Professionalism:TheModernEra
CharacteristicsofSalesProfessionalism
CustomerOrientation
UseofTruthfulandNonmanipulativeTactics
FocusonLong-TermSatisfactionofCustomerandSellingFirm
Cost/SalesCall
$80-$242/call
ContributionsofPersonalSellingSalespeopleandSociety
SalespeopleasEconomicStimuli
SalespeopleandDiffusionofInnovation
ContributionsofPersonalSellingSalespeopleandtheEmployingFirm
SalespeopleasRevenueProducers
MarketResearchandFeedback
SalespeopleasFutureManagers
ContributionsofPersonalSellingSalespeopleandtheCustomer
Arehonest
Understandgeneralbusinessandeconomictrendsaswellasthebuyer'sbusiness
Provideguidancethroughoutthesalesprocess
Helpthebuyertosolveproblems
Haveapleasantpersonalityandagoodprofessionalimage
Coordinateallaspectsoftheproductandservicetoprovideatotalpackage
ClassificationOfPersonalSellingJobs
SalesSupportPersonnel
MissionarySalespeople
Detailer
TechnicalSupportSalespeople
NewBusiness
Pioneers
Order-getters
ExistingBusiness
Order-takers
InsiderSales(non-retail)
Direct-to-ConsumerSales(retail)
CombinationSalesJobs
CharacteristicsOfSalesCareers
JobSecurity
AdvancementOpportunities
ImmediateFeedback
Prestige
JobVariety
Independence
Compensation
Boundary-RoleEffects
Boundary-RoleEffectsRoleStress
RoleConflict
RoleAmbiguity
Rolestressmustbedealtwithtoinsuremaximumsalesproductivity
QualificationsAndSkillsRequiredForSuccessBySalespeople
Empathy
Toseethingsasotherswouldseethem
EgoDrive
Determinationtoachievegoals
EgoStrength
Self-assuredandself-accepting
InterpersonalCommunicationSkills
Includinglisteningandquestioning
Enthusiasm
Ingeneralandforsalesasacareer
AdditionalCharacteristicsRelatedtoaGivenSalesJob
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