New Business Selling
Account
representative
o
o
o
Established clients
Many calls
Concentrates on
promotions
Product introductions
May not take orders
directly
Detail salesperson
Sales Engineer
o
Technical skills
o
Selling for a
Manufacturer
o
Tangible products
Industrial customers
Technical knowledge not
needed
Industrial Products
Salesperson - Non
Technical
o
o
o
o
Service salesperson
Selling at
Retail
o
Intangible products
Sells on benefits only
Largest group - Real estate - Retail clerks
Insurance agents - Telephone salespeople
Direct (door to door) - Party sales
Multi level sales
The Order Taker and the Order Getter
o
Order
Taker
o
o
o
Order
Getter
o
o
o
"Responds" or "Reacts" to the expressed
desires of customers is
Uses suggestion selling to get buyers to
purchase additional products.
are creative, persistent, and build strong
relationships
creative selling deals with intangibles and
intangibles
offers the possibility of the highest personal
income of any type of selling.
requires a high level of personal skill, dedication
and effort.
time is still spent in maintaining relationships
with former or present clients.