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    Professional Salesmanship in A Nutshell

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    Kyra Uelong
    This document provides an overview of key concepts in professional salesmanship. It discusses the golden rule of treating others as you would like to be treated. It also outlines the major functions of businesses as production and marketing of goods and services. Additionally, it explains the importance of marketing as the link between customers and organizations. The document then covers various aspects of the marketing mix, social responsibilities, models of buyer behavior, the sales presentation process, handling objections, and importance of customer satisfaction and retention.

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    Professional Salesmanship in A Nutshell

    Uploaded by

    Kyra Uelong
    74 views20 pages
    This document provides an overview of key concepts in professional salesmanship. It discusses the golden rule of treating others as you would like to be treated. It also outlines the major functions of businesses as production and marketing of goods and services. Additionally, it explains the importance of marketing as the link between customers and organizations. The document then covers various aspects of the marketing mix, social responsibilities, models of buyer behavior, the sales presentation process, handling objections, and importance of customer satisfaction and retention.

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    Professional Salesmanship in a Nutshell

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    This document provides an overview of key concepts in professional salesmanship. It discusses the golden rule of treating others as you would like to be treated. It also outlines the major functions of businesses as production and marketing of goods and services. Additionally, it explains the importance of marketing as the link between customers and organizations. The document then covers various aspects of the marketing mix, social responsibilities, models of buyer behavior, the sales presentation process, handling objections, and importance of customer satisfaction and retention.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    74 views20 pages

    Professional Salesmanship in A Nutshell

    Uploaded by

    Kyra Uelong
    This document provides an overview of key concepts in professional salesmanship. It discusses the golden rule of treating others as you would like to be treated. It also outlines the major functions of businesses as production and marketing of goods and services. Additionally, it explains the importance of marketing as the link between customers and organizations. The document then covers various aspects of the marketing mix, social responsibilities, models of buyer behavior, the sales presentation process, handling objections, and importance of customer satisfaction and retention.

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    PROFESSIONAL SALESMANSHIP

    IN A NUTSHELL
    JANUARY 9, 2021
    In a Nutshell

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    In a Nutshell

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    THE GOLDEN RULE

    The Golden Rule of Personal Selling refers to the sales philosophy


    of unselfishly treating others as you would like to be treated.

    MAJOR FUNCTIONS OF A BUSINESS

    Business have two major functions: production of goods or creation


    of services and marketing those goods and services.

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    IMPORTANCE OF MARKETING

    The marketing group is the link


    between customers and the
    Top organization.
    Management

    Functional Human
    Departments Marketing Production
    Resources

    Salespeople

    Customers Manufacturers- Service- Wholesalers- Retailers- Consumers


    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    THE MARKETING MIX

    PRODUCT PRICE PLACE PROMOTION


    • Brand name • Credit terms • Business partners • Advertising
    • Features • Discounts • Channels • Coupons
    • Image • List price • Distributors • Customer service
    • Packaging • Promotional allowances • Inventory • Direct mail
    • Quality label • Locations • Direct sales
    • Returns • Retailers • Internet
    • Services • Transportation • Public relations
    • Sizes • Wholesalers • Telemarketing
    • Warranties • Telesales
    • Trade shows

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    SOCIAL RESPONSIBILITIES

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    STIMULUS-RESPONSE MODEL OF BUYER BEHAVIOR

    Buyer’s Hidden
    Sales Sale/ No Sale
    Mental Process
    Presentation

    Stimulus Black box Response

    S how feature
    One way to remember to incorporate a E xplain Advantage
    trial close into your presentation is the L ead into benefit
    SELL Sequence.
    L et customer talk

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    SELL SEQUENCE

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    BUYERS' BEHAVIOR

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    PROSPECT'S MENTAL STEPS

    Attention Interest Desire Conviction Purchase

    SALES PRESENTATION METHOD


    Memorized Selling Formula Selling Need-Satisfaction Problem-Solution
    Selling Selling

    Structured Semistructured Unstructured Customized

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    SALES PRESENTATION

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    SALES PRESENTATION MIX

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    SALES OBJECTION

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    CLOSING

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    SERVICE AND FOLLOW UP

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    CUSTOMER SATISFACTION AND RETENTION AND SINS OF BUSINESS SELLING

    Source: Fundamentals of Selling, Futrell, C.

    Note: Distribution of this presentation outside the class is strictly prohibited.


    LAST ACTIVITY

    • Go back to your 1st activity (Getting to know me)


    • From the Google form posted in Google Classroom, enumerate again your
    expectations for this class and answer if those expectations were met.
    • Separate activity, kindly answer these questions (not graded)
    • Points you liked about this subject/ professor.
    • Points for Improvement for this subject/ professor.
    THANK YOU

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