MARK 5320: Advanced Marketing Fundamentals

Chapter 13: Professional Selling

Contents

Page 1
Introduction
Learning Objectives

Page 2
The Role Professional Salespeople Play
What Salespeople Do
Gathering Information

Page 3
Types of Sales Positions
Missionary Salespeople
Trade Salespeople
Prospectors
Account Managers

Page 4
Customer Relationships and Selling Strategies
Types of Sales Relationships
Selling Strategies
Script-Based Selling
Needs-Satisfaction Selling
Consultative Selling
Strategic Partner Selling

Page 5
Steps in the Sales Process

Page 6
Sales Metrics (Measures)
Metrics Used by Salespeople
Metrics Used by Sales Managers

Page 7
Ethics in Sales & Sales Management
Common Ethical Issues for Salespeople

Page 8
Outsourcing the Sales Function
Advantages and Disadvantages of Outsourcing

Content ©2015. All Rights Reserved.
Barbara Wooldridge, Ph.D.