BA Sales as a Career
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Transcript of BA Sales as a Career
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Why a Career in Sales
Several Industries that are easy to break into Finance (Insurance)
Medical related
Media
Manufacturing and Services
Personalized Products
Real Estate
Unlimited Benefits Salary, Commissions & Bonus
Travels
Cars, Cellular Phone, Lap Top
Undefined Its hard to define your typical day everyday is different!
Meeting different kinds of people
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Progression Opportunities in Sales
Managerial Position
Consultant
Own Business
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Is a career in Sales Right for YOU?
Motivated by three (3) Is Income
Impact
Independence
Problem Solver Desire and Passion to SELL
Strong Will and strong Mind
Overcoming FAILURES
Work experience as a student COMMUNICATOR who presents ideas to the market place.
Empathy a strong connection with people
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Myths & Facts
Sociable / Personable
Outgoing / Extrovert
Good Looking Intelligent
Broad Network
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1. Understand the Universe
Selling Business Sales is synonymous to slave
A Land of Opportunity think about how working in sales might benefit you
Universal Sales experience is applicable everywhere
Evergreen Opportunity Sales job is almost recession free.
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2. Find your Niche in Sales
Know Thyself What kind of personality do I have
Sales positions for nearly every personality type
Experience What have I done in the past?
Interests What sparks and holds my interest?
Basic Skills What have I developed to use professionally?
Social Skills
What are my personal strengths and weaknesses?
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3. Research your Industry
Sales Opportunities Cyclical, Seasonal or Regular
In Thing Hot Market
Money Matters Which is which?
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4. Learn to talk the talk: Your Talk
Client Relationships
Prospecting
Sales Call
Objective
Communication
Negotiation Marketing and Promotion
Wine, Dine, Entertainment
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5. Identify Educational Requirements
Specialization and Education are the Key
Marketing, Communications, Retail, Real
Estate, Financial Services
Training
Public Speaking, Presentation, Negotiations
Higher Education
Masters Degree
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6. Build your Network
Link up with Organizations
Industry
Community
NGO
Connect with Sales People
Industry or Non industry
Join Trades and Exhibits
Exposure
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7. Research Potential Employers
Finding out the Prospective Companies
Job Fair
Professional (Career) Agencies
Visiting Companies Website
Customer
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8. Polish your Resume
Resume is the sales pitch.
Objective
Results-oriented
Specific duties and accomplishments
Contribution to the company
Highlight skills
Avoid common mistakes Typo / spelling
Texts with too many fonts
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9. Get Hired
Negotiation and Closing
Know your market value
Identify your needs
Ask, ask, ask
Always negotiate in Person
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10. Set your Goals
Tactical
Strategic
Master your trade
Be Proactive
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The selling profession is wide open for those
who have a passion to sell and want to serve
others. But, you must WANT it! You have to eatit, sleep it, dream it, and, most of all, believe in
yourself. You must commit to the principles of
decency and honesty in everything you do.
You must be prepared to accept rejection,disappointment, and losing to others who
might have a better price, a better product, a
deal the customer "can't" refuse, or who simply
outsell you. But most of all, you have to havethe faith in yourself, a "can-do" attitude, and
the desire and will to succeed.
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Congrats and Good Luck in
SELLING
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Sales Management
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Sales Management
Is the discipline of maximizing the benefits of a
company and its customers from the efforts of
its sales force.
Increase sales revenue and profitability Decrease variability of revenue due to inaccurate
forecasting
Increase sales productivity (revenue per
salesperson) Increase customer satisfaction and loyalty
Increase salesperson motivation
Increase market share
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Sales Management
Recruitment
Training and Development
Compensation
Forecasts and Business Plans
Motivation
Organization and Communication
Performance Evaluation
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Sales Manager
Will to Manage
Agents of Change
Believe in what they are doing
Ability to execute and implement the process
Great Motivators
Effective Trainors
Emphatic
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Recruitment
Hiring
Job Description
Nature of Job and List of Anticipated Duties
Candidates Profiling
Description of Candidates
Sources for Attracting Customers
Media
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Recruitment
Screening
Resume (HRD)
Matching candidate profile
Written Exam (HRD)
Analyzing IQ and EQ
Preliminary Interview (HRD)
Face to face
Final Interview (Sales Dept)
Face to Face
Product Presentation
Panel
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Preliminary Interview
Tips
In-person, 3-5 minutes of face time with the
interviewer
Not more than 60 minutes
Listen to the Candidates (75%)
Asking Open-Ended Probing Questions
Body Language
Ending the Interview Why are you qualified for thejob? Hiring decision will not be made that day
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Preliminary Interview
Screening Questions (Personal) Tell me about yourself?
What are you doing right now?
Why are you applying for the job?
Why did you choose selling as a career?
What are strong and weak points
Why are you leaving your current job?
What would your boss say about you if I called?
What do you find unique about yourself
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Preliminary Interview
Screening Questions (Work Related) Tell me about your work history?
What were your responsibilities?
What can you say about your boss?
What do you see for yourself in 5 years? How do you spend your spare time?
What is the best sales decision that you havemade?
How do you see yourself in relationship withothers?
What personal characteristics do you feelnecessary in order to succeed in sales?
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Preliminary Interview
Screening Questions (Education) Tell me about your educational background.
Why did you select that particular school?
What subject did you like best?
Describe the professor you liked best Describe your school.
Were you involved in extracurricular activities ?
How was the school spirit?
What is the most important lesson you have learnedin school?
How effective was your academic background inpreparing you for the future?
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Final Screening Involves Face to Face Interview with the Sales
Department
Panel Interview
Have to go through Product Presentation
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Final Interview Crucial Point
Tell me about your toughest sales experience
Give me an example of your ability to sell
How do you feel working on a commission versus
salary?
How do you respond when the customer says no?
How important is friendship in selling?
What do you think is the most difficult problem with
which a salesperson has to deal?
What do you think makes a good salesperson?
What basic factors motivate you and why?
All of us have areas that wed like to change or
develop, what are some of yours?
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