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(c) Cosmopoint International University Coillege

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Sales Profession/Career

Personal Selling Chapter 2


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Sales CareerSales Career offers tremendous potential for growth in:

•Personal Advancement•Personal Power•Independence •Upliftment of one standard of living

•Various Recognition – local, regional and International

•Personal Satisfaction•Managing a sales team


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Why Choose a Sales Career?• Gives an opportunity to

provide a service.• Numerous jobs are

available.• Personal Freedom• Gives opportunities and

challenges• Success in furthering one’s

career• Non financial rewards• Easier to become a

manager.


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Types of Sales Job• Retail Selling

A retail salesperson/customer contact person sells goods or service to consumers for:– Personal use or consumption– Non business use– E.g. of types of sellers are In

store salesperson, Direct Sellers, and Telemarketing Salesperson


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Types of sales job• Wholesale Selling

– Sells products to intermediaries – middlemen ( small distributors) and retailers other than the end user (consumer)

– Buy products from manufacturers

– Buy products from bigger or larger wholesalers.

– Sell in bulk, not in small quantity


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Types of sales job• Types of Sales employees:

- Inside or In-house Salesperson- Orders are seeked exclusively via telephone.- Need to conform to strict timetable of customer contact.- Accountability and responsibility is high.


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Types of sales job• Types of Sales employees:

- Outside Salesperson - Sells a single or

specialized product. - Multiple products - Geographical – based

on locality - Technical know how or expertise - Key Accounts


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Types of sales job• Manufacturer’s Selling Main types of sales person

in manufacturing are:- Accounts representative

- Ask for orders from existing and established

customers. - Detail salesperson - focus on performing

promotional activities and introduction of new products.


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Types of sales job• Manufacturer’s Selling Main types of sales person in

manufacturing are:- Sales Engineer – Sells products that need technical

knowledge and assistance. - Industrial product salesperson –

Non technical staff who sells tangible products to

industrial buyers. - Service salesperson – the

salesperson must sell the benefits of intangible ( non-physical) to the prospect or customer.


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Order takers and Order Getters• Order takers - Are basically salespeople who

engage in the process of taking orders from customers and wait for the customer

to place the order.

• Order Getters - are salespeople who engage in

getting new and repeat business using a

creative sales strategy and an articulate presentation


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Is the sales career suitable for you?

• Some useful questions to ask are: - What is your past success or

achievement? - What is my future goal or aspiration? - Can I take on the responsibility of a sales

job? - Do I need to travel including going

outstation? - Do I need the say in how I manage my work

and time? - Do I have the job personality? - Can I work anywhere if the need arises? Your answers to these questions will help

you determine and analyze the various types of

jobs and help you set certain guideline for determining job opportunities.


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Qualities of Successful Salesperson

A successful salesperson should have the

following job qualities: • Caring, joy and harmony• Patience, kindness and

good moral ethics• Faithful, fair and self

controlled


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How does the Sales Job differ from others?

• Salesperson acts as the organization’s rep in the external business environment.

• Field Salesperson act independently with minimal supervision.

• Salesperson must behave in accordance to customer’s expectation.

• Salespeople can have access to finance, which other staff may not be eligible for.

• Salespeople spend considerable time on their job, including traveling.