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, MNM3703 Sales Management
2017 Exam Preparation Notes and Summary . By: Dubst3phs
NB: Don’t use bullet points in the exams.
TOPIC 1: THE SELLING PROCESS
STUDY UNIT 1: Sales careers and the selling process
1.1. Overview of the selling process
• Personal selling has changed over the years
• Selling is a marketing component
• A salesperson can be described as
o Specialist o Well organized
o Well informed o Flexible
o Self-managed o Enthusiastic
o Motivated o Even-tempered
• Consumer protection act 68 of 2008 and the national credit act 34 of 2005
• 3 types of sales support
o self-support
o core team support
1.2. Roles of the salesperson
The major roles of salespeople are the sales role, marketing role and customer relationships role
Sales role
o Short term goals
o Persuade customer to buy
Marketing role
o Problem solving
o Developing and implementing sales strategies
Customer relationship (partnering)
o Building and maintaining relationships
1.3. Drivers of change in sales management and selling
The world is constantly changing and this a sales person needs to be able to adjusts and these are the drivers
Building long term relations with customers
Sales organizations structure adaptable to all customers’ needs
Job ownership and commitment
Shift of sales management
Leverage technology
Integrate performance evaluation
Be aware of drivers of change in selling.
1.4. Selling as a career
Why should you choose sales?
• Serve others by helping them • Challenges that a sales career offers
• Many sales jobs available • Opportunity for advancement
• Freedom and independence • Financial and non-financial rewards
Career stages:
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