Transcript Role of Salespeople in Business

Role of Salespeople
in Business
TJ Holloway, BA, MSB, PHR
Eastern Maine Community College - Bangor, ME
BUA-263 Sales & Customer Relations
You’re Already in Sales
Parents
People
of
Interest
You
Interviewers
Professors
Jobsinme.com
Bangordailynews.com
Careerbuilder.com
Monster.com
Jobs.net
Snagajob.com
Jobing.com
Jobs.com
Simplyhired.com
Project I: Selling Yourself*
Due Sept 10

Find a Sales or Marketing position that you are qualified for
in a job searching website or publication (Major, History, Interest…)
-The ad will need to be turned in with your resume, so print or clip it

Organize and Create your ‘Core Competencies’
-Required in your resume
-“Keywords”
 Bring your current resume if you have one. (Ensure dates,
phone numbers, addresses for past and current employers and
educators are correct…)

Research potential employer and have
notes for our next meeting
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What Characteristics
do You Use while Selling?
Is it the same for companies/agencies?
However, the method of selling is different…
“Add Value”
to Meet Customer Needs
“The reality for salespeople (in
firms/companies/agencies) is that if they want to sell
effectively, they have to recognize that the buyer has
needs that can be met, not only by the product, but
also by the selling process itself…”
Both the Seller and the Buyer
need to make a Profit!
Define Profit
Seller’s Profit
SP – (CGS + SC) =
Buyer’s Profit
BR – (SP + TE) =
Benefits Received ($)
Selling Price ($)
Cost of Goods Sold* ($)
Selling Cost ($)
Selling Price ($)
Time ($)
Effort ($)
What do Salespeople do?
It
depends
on the…
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Types of Sales Occupations
Client Relationship Manager
Account Team Manager
Vendor and Channel Manager
Information Provider
“Studies have shown that when a
salesperson’s role encompasses more
than simply the selling function, the
seller’s firm has more overall value.”
Client Relationship Manager
• Ensure that buyers get their
expected value from each sale
• Ensures:
» Deliveries are made on time
» Equipment is installed properly
» Questions and complaints are
resolved quickly
» Operators are trained to use the
equipment
“In a ‘relationship’ each
party wants to
see the other be
successful.”
Account Team Manager
• Coordinates activities within their firm to
solve customer problems
• Heads marketing ploys
• Initiates approaches for improved efficiency
• Ensures good relationships
interdepartmentally
• Maintains positive morale
throughout the sales process
Firm Information Provider
• Disseminating knowledge from the customer
to appropriate leaders in their company
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Product knowledge
Expenses
Calls made/Future scheduled
Sales forecast
Competitor activities
Business conditions
Customer needs
Vendor & Channel Manager
• Identify the Specialist
• Coordinate efforts that serve customers with
other vendors
• Maintain the Distribution Channel
Distribution Channels
(pg. 13)
• Business-to-Business (B2B) Channels
– Direct Channel
– Distributor Channel
• Consumer Channels
– Manufacturer to Consumer
– Manufacturer to Retailer to Consumer
– Manufacturer to Distributor to Retailer to Consumer
Types of Salespeople
• Trade Salespeople
– Sell to firms that resell their products
– Work for manufacturers
• Distributor Salespeople
– Sell products made by various manufacturers to businesses
– Work for distributers
• Missionary Salespeople
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Promote manufacturers products to other firms
Work for a manufacturer
Doesn’t really sell anything, directly
Promotes their products and initiates and/or strengthens
relationships between the customer and local distributers of
their product and/or their manufacturer
Factors in Sales Occupations
…more
Factors in Sales Occupations