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Salesman andSalesman and

M Tahir Mehmood

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What is a company ?

An institution created to conduct businessOrganization Group of people intentionally organized to

accomplish an overall common goal orset of goals– social entity– guided by objectives– designed to perform structured and

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What makes Successful Business

Quality productGood distribution systemExcellent Product promotion

Good Cash flowskilled sales teamvisionary team leadersSatisfied customersNew customers(Farmers/dealers)

New productsGood profit marginsMinimum accounts receivablesLow accounts payables

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What is a product?1. something made or created: somethingthat is made or created by a person, machine,or natural process, especially something that isoffered for sale

2. company's goods or services: the goods orservices produced by a company

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How the product is

Supplier ManufacturerDistributer

Retailer Whole seller

Rawmateria

l

Finishedproduct

Packing&

transport

Investors

Consumer

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FinancR&

Mfg

IT H

Mk

Sale

CRMCommonCause

Cross-

functional

Sales’adoption of marketingconcepts Hire

excellentsalesemployee

Integrating Sales w/Other Functions

Source: HR Chall Grou (2007) The Chall World Class Excellence Research Re ort:

AD

MINISTRATION

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What is sale?selling of something:The transfer of something to the ownership or

use of somebody else, or the provision of something, e.g. a service, in exchange for anagreed amount of money

Personal selling

It is an interpersonal communication processin which a seller uncovers and satisfied the needs of a buyer or customer to the

-

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Types of sales person

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NEED WANT

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PERSONAL

• Salespeople are problem solvers who focus on meeting customers’ needsbefore, during, and after the sale.

• Must be able to do the following:

• Focus on customers’ needs and problems, and offer solutions.

• Follow through with phone calls and other communications.

• Develop expertise about their industry and product.

• Go the extra mile to fulfill customers’ needs beyond theirexpectations.

• Bureau of Labor Statistics predicts that jobs in sales will grow by 10

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CUSTOM´ TheThe CustomerCustomer is the business’sis the business’sbiggest assetbiggest asset

´ TheThe CustomerCustomer pays all salaries, wagespays all salaries, wagesand dividendsand dividends

´ TheThe CustomerCustomer will go where s/hewill go where s/hereceives the best attentionreceives the best attention

´

You must be your You must be your customer’scustomer’s bestbestchoicechoice !

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WHO IS OUR CUSTOMER ?WHO IS OUR CUSTOMER ?Not necessarily those who pay butAll those whom we serve

Paying Customer Boss Colleagues Subordinates Wife Children Parents Relative

Neighbors EnvironmentFellow Human Beings

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“Nothing can stopthe man withthe right mental

attitude fromachieving his goal; nothing on earth

can help the manwith the wrongmental attitude.”

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LEARNINGSWhen you are enjoying never think that toughtime will not come.If you will escape your problems, problems willfollow you.When you will start facing the problem, it willbe resolved.

When you yourself start facing the problem,other also support you.

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Traits of a successful

SKILLS &KNOWLED

GE 45%

ATTITUDE 25%

WILLINGNESS 15%

ENVIRONMENT 15%

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Thank You Thank You