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Module 1: Success in Sales

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Lesson Summary

The Power of Selling


Personal selling, the process of interacting one-on-one with someone to provide information that will influence a purchase or action.

Successful selling is not something you do “to” a customer, it is something you do “with” a customer.

A brand establishes value in the eyes of the customer because it indicates something unique. A brand is identified by a name, logo, or symbol so that it is consistently recognized.

Brands have four key characteristics: unique, consistent, relevant, emotional connection.

Selling: Economy and Company


The Internet expands the reach of a company to virtually anywhere in the world.

Sales 2.0 describes a new way of thinking about the role of the Internet in the selling process as it encompasses the impact of constantly changing technology and multiple electronic devices.

Successful companies work to build and sustain relationships with the customer, this is called a customer-centric organization.

It is the role of the marketing department to use the four P’s (Product, Place, Promotion, and Price) to determine the brand message.

Marketing and sales work hand-in-hand: one develops the brand and the other assumes the image of the brand.


The Power of Your Personal Brand


Personal mission statement: provides a framework for what’s important to you and what you want to do and accomplish.

The most important product, brand, or idea you will ever sell is yourself.

To be successful and stand apart from the competition, you have to know yourself and carefully craft your brand story, what makes you unique, consistent, and relevant.

Brand points are like platforms that you can use to demonstrate your skills and experience.