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Types of Personal Selling: Industrial Selling Retail Selling Service Selling

This document discusses different types of personal selling and sales functions. It outlines five profiles of salespersons: the hard worker, the challenger, the relationship builder, the lone wolf, and the problem solver. The challenger profile is most likely to be a high performer, especially in complex sales environments. Companies should seek the challenger profile in hiring and develop current employees towards this style. The selection process for salespeople should evaluate commitment, customer orientation, and innate sales ability.

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110 views18 pages

Types of Personal Selling: Industrial Selling Retail Selling Service Selling

This document discusses different types of personal selling and sales functions. It outlines five profiles of salespersons: the hard worker, the challenger, the relationship builder, the lone wolf, and the problem solver. The challenger profile is most likely to be a high performer, especially in complex sales environments. Companies should seek the challenger profile in hiring and develop current employees towards this style. The selection process for salespeople should evaluate commitment, customer orientation, and innate sales ability.

Uploaded by

gaytri5
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd

Types of Personal Selling

Industrial Selling
Retail Selling
Service selling

Types of Sales function Order taker Delivery sales people,


Order creators Missionary
Order getters front line sales people -

consumer sales people

Sales support technical


support

Merchandisers

The Profile of Sales


Persons
The Hard worker
The Challenger
The Relationship Builder
The Lone wolf
The Problem solver

(21% OF SAMPLE)
Always willing to go the extra mile
Doesnt give up easily

THE HARD WORKER

Self-motivated
Interested in feedback and development

THE
CHALLENGER
(27% OF SAMPLE)
Always has a different view of the world
Understands the customers business
Loves to debate
Pushes the customer

The Challenger Rep


Teach for differentiation
Offers unique perspective
Two-way communication skills
Tailor for resonance
Knows customer value drivers
Can identify economic drivers
Assert control
Is comfortable discussing money
Can pressure the customer

THE RELATIONSHIP BUILDER


(21% OF SAMPLE)
Builds strong advocates in customer

organization
Generous in giving time to help others
Gets along with everyone

THE
LONE
WOLF
(18% OF
SAMPLE)
Follows own instincts
Self-assured
Difficult to control

THE PROBLEM SOLVER


(14% OF SAMPLE)
Reliably responds to internal and

external stakeholders
Ensures that all problems are solved
Detail-oriented

What is your Sales style ?

The Challenger Sales


Representative
Challengers are far more likely to be high

performers than any other profile.


Challengers and Lone Wolves are more likely to be
high performers than core performers.
Lone Wolves can be successful if the environment
matches their natural style, but regardless of success,
they pose a significant management challenge.
Hard Workers and Problem Solvers are more likely
to be core performers than high performers.
The Relationship Builder is significantly more likely
to be a core performer than a high performer.

The Challenger Sales


Representative
The Challenger profile is far more likely to be a
high performer in a complex environment
than any other profile.
Given the trend towards greater complexity in

sales interactions across all industries, the


Challenger profile is the best profile to seek in
hiring situations and build with development
programs

So let us gear up , accept the challenge and

emerge as a challenger and be a winner !

Selection Process:
Selecting sales people is a tough task.
fire sales ability is something every company

looks for while hiring.


Good sales people must be committed to

sales as a way of life and have strong


customer orientation.

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