Lecture 1:
The Life, Times, and Career of
the Professional Salesperson
How Do You View Salespeople?
Many people have a negative view of
salespeople.
What is your view?
Positive?
Negative?
No opinion?
Who is interested in a career that involves
sales?
2
Salespeople have a direct impact on
many diverse areas:
The success of new products
Keeping existing products on retailer’s
shelves
Constructing manufacturing facilities
Opening businesses and keeping them
open
Generating sales orders
3
Selling is just one of many marketing
components
Personal selling includes
Personal communication
of information
Persuasion
Helping others
Goods
Services
Ideas
What is Selling?
4
A New Definition of Personal Selling
Business Definition
The personal communication of information to
persuade a prospective customer to buy
something that satisfies that individual’s needs.
Personal Selling
Refers to the personal communication of
information to unselfishly persuade someone to
buy something that satisfies that individual’s
needs.
5
A New Definition of Personal Selling
Business Definition
The personal communication of information to
persuade a prospective customer to buy
something that satisfies that individual’s needs.
Personal Selling
Refers to the personal communication of
information to unselfishly persuade someone to
buy something that satisfies that individual’s
needs.
6
Think of Your Friend’s
Grandmother
Would you treat her in a selfish manner?
