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Personal Selling

Gundy's class 2PM

QuestionAnswer
What is selling? Interpersonal communication process during which a seller uncovers and satisfies the needs of a buyer to the mutual, long-term benefit of both parties
Benefits of selling jobs career, understanding of sales process, job search, % of jobs, good entry level job, and salary
Sales Jobs B2B - industry, trade, missionary. B2C - direct, trade, retail
Duties 29% F2F selling, 25% phone selling, 17% Travel/Other, 16% Admim tasks, 13% service calls
Advantages of selling compensation, challenge, responsibility, flexibility, rewards, learning issues, opportunity for moving ahead.
Disadvantages of selling Limited supervision, conflicts, depression from no sales, discomfort of asking to buy
Characteristics of sales personnel Self starters, time management, enthusiasm, dependable/trust, ethical, knowledge of product, communication, adaption, emotional intelligence
Types of relationships Solo exchange, functional relationship, relational partnership, strategic partnership
Characteristics of successful relationships Mutual trust, open communications, common goals, commitment to mutual gain, organizational support.
Ethics - Friends and Family Would my F&F think less of me?
Ethics - Co-workers Would my co-workers find this unusual?
Ethics - Boss Would my boss disapprove?
Ethics - Self What if it happned to me?
Ethics - Client Would my client be upset if I did this?
Ethics- Society Would society be worse off if everyone did it?
Ethics - Other Am I worried about the possible consequences? Am I about to do this because I think I can get away with it?
Ethics - Front Page Test Would I be happy if this was printed of the front page of the newspaper?
Sexual Harassment Conduct unwelcome by recipient. Sexual in nature. Creates hostile or unwelcoming work environment.
Created by: hogface88
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