MKTG 451 Chapter Notes - Chapter 1: Sales Management, Diarrhea, Sales Process Engineering
Document Summary
Independence- lot"s of autonomy (cid:523)not a (cid:498)9 to 5(cid:499) job(cid:524) (cid:498)recession proof(cid:499) career: excellent compensation potential, can lead to many interesting career opportunities. Interact with lots of people: sales management, technical sales/consulting, careers in marketing & business development, entrepreneurial opportunities. A career )n sales (cid:498)cons(cid:499: not a (cid:498)9 to 5(cid:499) job, high risk/high reward constant pressure to increase sales, potential travel & overnights. Interact with lots of people: perception of sales people. Able to think quickly on their feet. The most successful people in sales are those who can become chameleons. The ability to find a common ground. Very observant of customers needs (i. e. body language, rate of speech, attire, Don"t treat people the way you want to be treated, treat people the way they want to be treated (i. e. non-manipulative selling) environment) Prospecting, small talk & fact finding: shotgun approach to prospecting, conversation is often one sided & has limited purpose, making the assumption that a need exists.
