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Learning Objectives
1. Describe the evolution of personal selling from ancient times to the modern era. 2. Explain the contributions of personal selling to society, business firms, and customers. 3. Distinguish between transaction-focused traditional selling and trust-based relationship selling.
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Learning Objectives
4. Discuss five alternative approaches to selling. 5. Describe the three primary roles fulfilled by consultative salespeople 6. Understand the sales process as a series of interrelated steps.
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1800s 1900s 2000s st century, selling continues to develop, As we begin Post-Industrial the 21 Industrial War and Modern becomingRevolution more professional and more relational Revolution Depression Era
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Relationship-Focused
Long term thinking Developing the relationship takes priority over getting the sale Interaction between buyer and seller is collaborative. Salesperson is customer-oriented
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Stimulus Response Selling Mental States Selling Need Satisfaction Selling Problem Solving Selling
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Attention
Interest
Conviction
Desire
Action
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Define Problem
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Consultative Selling
Business Consultant
The process of helping customers reach their strategic goals by using the products, service, and expertise of the selling organization.
Strategic Orchestrator
Long-term Ally
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Selling Foundations
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Prospecting Sales Presentation Delivery Preapproach through Follow-up, Earning Customer Commitment Adding Value Presentation Planning Self-leadership, and Teamwork Approaching the Customer
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