1.3 Sales person- types and qualities.pptx

.**Slide 1: Introduction**
- Title: "Salesperson: Types and Qualities"
- Brief introduction to the importance of salespeople in driving business success.

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**Slide 2: Types of Salespeople**

- *Inside Sales Representatives:*
- Description: Work from an office setting, using phone calls, emails, and virtual communication to reach potential clients.
- Image: Visual representation of an inside sales representative at a desk with a headset.

- *Field Sales Representatives:*
- Description: Engage with clients face-to-face, often traveling to meet them in person.
- Image: Picture of a field sales representative conducting a presentation or meeting with a client.

- *Key Account Managers:*
- Description: Focus on building and maintaining relationships with key clients.
- Image: Illustration of a key account manager discussing strategies with a long-term client.

- *Retail Sales Associates:*
- Description: Interact with customers in a retail environment, providing product information and assistance.
- Image: Retail setting with a sales associate assisting a customer.

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**Slide 3: Qualities of a Successful Salesperson**

- *Effective Communication:*
- Description: Clear communication skills are crucial for conveying product benefits and building rapport.
- Image: Icons representing effective communication (speech bubbles, listening ears).

- *Adaptability:*
- Description: Ability to adjust strategies based on client needs and market changes.
- Image: Visual representation of a salesperson adapting to different scenarios.

- *Product Knowledge:*
- Description: In-depth understanding of the product or service being sold enhances credibility.
- Image: Salesperson confidently discussing product features with a client.

- *Customer-Centric Approach:*
- Description: Putting the customer's needs first to build trust and long-lasting relationships.
- Image: Customer satisfaction survey icon or a happy customer testimonial.

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**Slide 4: Qualities (contd.)**

- *Resilience:*
- Description: Persistence in the face of rejections and challenges is a key trait.
- Image: Resilient salesperson overcoming obstacles.

- *Negotiation Skills:*
- Description: Ability to negotiate win-win deals that benefit both the customer and the company.
- Image: Salesperson shaking hands with a satisfied client.

- *Time Management:*
- Description: Efficient use of time to maximize productivity and meet sales targets.
- Image: Clock or calendar icons representing effective time management.

- *Tech-Savviness:*
- Description: Proficiency in using sales tools, CRM systems, and other technologies.
- Image: Salesperson with digital devices, representing tech-savvy skills.

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**Slide 5: Training and Development**

- *Continuous Learning:*
- Description: Emphasize the importance of ongoing training to keep up with industry trends.
- Image: Books, laptop, and a graduation cap symbolizing continuous learning.

1. Types and characteristics of Sales persons Dr. I. B. Singh

2. Types and characteristics of Sales persons  A. Manufacturer’s Salesmen: Three types of manufacturer’s salesmen are: 1) Pioneer or Missionary Salesman – He introduces the new product to the market. He is to contact wholesalers, retailers and other distribution functionaries and convince them about product quality. 2)Service or Resale Salesman – He is also called as Delivery Salesman or Dealer Service Salesman. He moves about from market to market, contacts old buyers, explores new customers and seeks orders for firm’s goods. He ensures that the firm gets regular orders and reorders. 3)   Merchandising Salesmen – He collects information from the market, heeds to customers’ problems, gives advice to firm about ads, displays, service facilities and credit facilities and builds up goodwill of the firm among dealers and customers.  

3. Types and characteristics of Sales persons Manufacturer’s Salesmen bears the following functional characteristics: A ) He has highly specialized knowledge about the product of the unit he represents. b) He deals directly with the middlemen and collects orders. c) He is a capable organizer and is entrusted with the task of creating and cultivating outlets for a new product. d) He must have good liaising capacity and is required to serve and supply products regularly to well-established dealers. e) He is a capable person and at times, he is required to make demonstration of newly introduced products to the satisfaction of consumers.

4. Types and characteristics of Sales persons B. Wholesaler’s Salesmen : Often, a manufacturer does not directly sell goods direct to consumers but to wholesalers. It is wholesalers who appoint salesmen to sell to retailers as per their requirements. For the purpose, salesmen regularly visit the retailers/ shopkeepers, note their requirements and supply required goods regularly and timely. He may collect payment also from retailers if asked by wholesaler. Wholesaler’s Salesmen functional characteristics are : a) Products from the manufacturer and sells them to the retailers through Wholesaler.

5. Types and characteristics of Sales persons Wholesaler’s Salesmen functional characteristics are ( Cont …..) b) He must be a capable person to establish rapports and co-ordinate with a large number of retailers and consumers to market the goods of his employer. c) He informs the retailers about the prospects of the various products stored and offered by the wholesaler. d) An outdoor salesman goes out into the market and books orders. e) An indoor salesman attends to the requirements of the prospects in the premises itself.

6. Types and characteristics of Sales persons C. Retailers mostly employ salesmen to sell their products. ( i ) Indoor or Counter Salesman – He works inside the shop/showroom, sits on the counter and sells goods as customers come and demand. (ii) Outdoor Salesman – He is also called Travelling Salesman. He goes from home to home, office to office with samples in his hand/bag and tries to sell and book orders. If necessary, he gives demos also. functional characteristics are: a. He must know his merchandise well. He must have knowledge about stock position, location of each product and facts about the goods. b. He must understand what customers say and want and get their view points. c. He must have the capacity to serve the customers’ satisfaction. d. He must be courteous, considerate and attentive to the customers’ needs. e. He must present the goods with respect and appreciation. f. He must have whole-some attitude and must be enthusiastic about his job.  

7. Types and characteristics of Sales persons D. Other Types: 1. Specialty Salesmen : They are concerned with promotion and sale of some special goods only. Special goods are those which are sold to selective purchasers and are not meant for common buyers. Prices of such goods are high, their sale is not regular and their promotion requires special skill. 2. Industrial Salesmen : Also called Sales Engineer. He has technical knowledge about industrial products/inputs which he sells to industrial enterprises. 3. Exporters’ Salesman: He sells products to distributors of foreign markets and is engaged in export business. He has good knowledge of foreign languages and adequate information about foreign distributors. His job is risky because chances of cheating or fraud are more.      

8. Types and characteristics of Sales persons 4. Creative and Service Salesmen : This distinction has been made by Dr. William A. Nielander. Creative Salesman who is seeking to introduce a new product or a new brand into market and create a demand for it. He is also described as a missionary or a crusader. Service Salesman is one who sells to those who already want to buy or at least are aware with the product being sold. Creative salesman creates or expands business whereas service salesman maintains or carries on business. 5. Salesmen of Tangible Goods: Tangible selling salesmen are those who sell tangible goods (which can be seen or felt or tested). Intangible selling salesmen are those who sell things not subject to sensory perception like entertainment giving pleasure, safe investment giving security. A salesman of intangibles sells service or utility e.g., life Assurance.

9. Types and characteristics of Sales persons 6. Tired Salesman, Artificial Salesman and Ideal Salesman: Tired Salesman is one who decides to make a call but does it in a half hearted way and hardly finds time to talk about his goods. Artificial Salesman is one who tries to be over-impressive and forgets to sell. Ideal Salesman is one who knows how to handle a customer. He knows how to start a sale and when to close it. He is capable of influencing the customer’s mind his own way.

10. Types and characteristics of Sales persons 7. Detail Salesperson: The term ‘detail selling’ or ‘detailing’ and ‘detail salesman’ or ‘Detailer’- are the contributions of drug industry. Drug companies stock their products first and then create demand by calling on physicians. The salesman has to convince the physicians about the details viz., formula, dosage, use, research and testing result. Medical representatives fall under this category.

11. Characteristics of successful sales persons 1. Conscientiousness The majority of successful salespeople are conscientious. They take a lot of pride in their job, they are organized and they are efficient. They will continue to do their best at their job no matter what happens. 2. Initiative Successful salespeople do not wait to be told what to do, they are go-getters. They will constantly strive to keep doing what is necessary to sell a product. 3. Respect Top salespeople respect the  customers . It is extremely important that the customers are treated with respect at all times, regardless of the situation. Even if the sale is unsuccessful at the time, treating the customer with respect may turn them into a future prospect.

12. Characteristics of Sales persons 4. Good Listening Skills The best salespeople have great listening skills. They listen to what the customers’ needs are to help them figure navigate their options and provide the most effective solution. 5. Persistency Salespeople must be persistent and confident, yet not overly pushy. If a customer says no, a persistent salesperson has more chance of making them change their mind down-the-line.

13. Characteristics of Sales persons 6. Trainable Previous sales experience is not as important for a successful salesperson as their ability to be trained to do well in your company. They must be able to adapt to your company culture, processes, customers and sales goals. 7. Positive Attitude A customer would rather make a purchase with a salesperson who has a positive attitude then someone who is negative or down. Positivity is contagious – it is easier to approach a customer when their positive attitude exudes from them.

14. C haracteristics of Sales persons 8. Passion Successful salespeople need to be passionate about their job. When they enjoy their job, they can easily share the company vision with your customers and potential customers, and this will be conveyed in a genuine manner. 9. Resourcefulness It is important for a salesperson to be able to shift gears when a potential sale is not going the way they want. They need to be resourceful and change the approach quickly and creatively.

15. C haracteristics of Sales persons 10. They Ask Lots Of Questions High performing salespeople ask a lot of questions when they talk to potential customers. They not only want to find out what the customer needs, they want to make the customer comfortable, feel valued and build a long-term relationship. 11. Time Management Skills Top salespeople are able to effectively manage their time, so they have the most opportunities to secure sales. They don’t rush opportunities and they do not miss deadlines.

16. C haracteristics of Sales persons 12. Personable Great salespeople get along with everyone and enjoy dealing with people. That is why many salespeople are involved with many organizations and local events. 13. Overachievers Most salespeople are natural overachievers. They go above and beyond what is expected from them, and they are generally pushing for more of everything – more clients, more people, more money, more work, etc.

17. C haracteristics of Sales persons 14. Independent In general, most salespeople work on a commission basis, so they must be independent in order for them to meet their sales goals. They must be self-motivators and do whatever it takes to achieve their own success. 15. Always Prepared A salesperson must always be prepared for any situation that could occur when they meet a customer or potential customer. Every customer, every situation is different and salespeople will need to creatively navigate every unique situation that arises.