Personal Selling Philosophy Essay

1736 Words Jan 9th, 2014 7 Pages
Personal Selling Philosophy The web dictionary defines selling as; a sale is the act of selling a product or service in return for money or other compensation. Signaling completion of the prospective stage, it is the beginning of an engagement between customer and vendor or the extension of that engagement.
Personal selling occurs where an individual salesperson sells a product, service or solution to a client. Salespeople match the benefits of their offering to the specific needs of a client. Today, personal selling involves the development of longstanding client relationships.

When one reads the definition of selling as I stated above, no one thinks of it as a philosophy. When I first got into sales, the words sales
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For one to be successful in any business venture they chose to begin, whether it be in sales or otherwise, they have to be amped. Others couldn’t get amped if you put forty-million volts through them. Many sales managers can’t tell the difference. So they hire people who are technically proficient, and spend countless hours and tens of thousands of dollars trying to motivate them to be good sales people. Great sales reps aren’t great because they’re experts in metallurgy, or brilliant systems analysts, or noteworthy academicians; they’re great because they are so energized that other people follow them. So, sales managers, recruiters shouldn’t look for reps with just industry knowledge, rather zealots.
(Zimmerman 2012) Sales reps are not driven by vision as much as highly successful entrepreneurs are. This is why companies have commission plans. Sales training asks sales reps to change behaviors that they’ve come to believe, right or wrong, make them money. These programs try to sell the sales reps a vision of success that’s built on unfamiliar practices. The company’s CEO usually sees the connection, but the frontline sales reps don’t. To them, any unfamiliar paradigm is counterintuitive. So, instead of trying to change the way your sales reps choose behaviors, take a closer look at your commission plan, and consider retooling it to reward different behaviors.

Inspiration is more

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