15.2 Classifications of Salespeople Involved in Personal Selling
3 min read•june 25, 2024
Salespeople come in various types, each with unique roles and responsibilities. From who handle existing customers to who actively seek new business, these professionals play crucial roles in driving sales and fostering customer relationships.
like and complement the sales team's efforts. They build goodwill, educate customers, and provide technical expertise. Understanding these different roles helps businesses create effective sales strategies and maximize their sales potential.
Types of Salespeople
Types of personal selling roles
Top images from around the web for Types of personal selling roles
1.18: The Retail Mix - Business LibreTexts View original
Is this image relevant?
The Importance of Personal Selling | OpenStax Intro to Business View original
Is this image relevant?
1.18: The Retail Mix - Business LibreTexts View original
Is this image relevant?
The Importance of Personal Selling | OpenStax Intro to Business View original
Is this image relevant?
1 of 2
Top images from around the web for Types of personal selling roles
1.18: The Retail Mix - Business LibreTexts View original
Is this image relevant?
The Importance of Personal Selling | OpenStax Intro to Business View original
Is this image relevant?
1.18: The Retail Mix - Business LibreTexts View original
Is this image relevant?
The Importance of Personal Selling | OpenStax Intro to Business View original
Is this image relevant?
1 of 2
- Order takers receive orders from customers without actively seeking out new business opportunities
- work within the company's premises, handling orders via telephone, email, or online platforms (call centers, e-commerce websites)
- visit customer locations to take orders and maintain relationships with existing clients (retail store salespeople, route salespeople)
- Order getters actively seek out new customers and persuade them to purchase products or services, requiring extensive product knowledge and selling skills
- Examples include business-to-business (B2B) salespeople, insurance agents, and real estate agents
- Often engage in to reach potential new customers
- Support personnel provide assistance to order takers and order getters without directly taking or seeking orders
- Missionary salespeople focus on building goodwill and educating customers about products or services (pharmaceutical representatives visiting doctors)
- Technical specialists offer technical expertise and support for complex products or services (IT consultants, product demonstrators)
Functions of order-taking approaches
- Inside order takers
- Process orders received through various communication channels, ensuring accuracy and timely fulfillment
- Handle customer inquiries, complaints, and requests for information or assistance
- or products and services based on customer needs and preferences
- Outside order takers
- Maintain regular contact with assigned customers to assess their needs and take orders
- Engage in some activities to identify potential new customers within their
- Provide personalized service and build strong relationships to encourage repeat business and
- approaches involve multiple salespeople collaborating to close complex or high-value sales
- Leverage combined knowledge, skills, and resources to address customer needs more effectively
- Assign specific roles or areas of expertise to each team member (technical expert, relationship manager, closer)
- Commonly used in industries such as technology, financial services, and consulting
Support roles in sales process
- Missionary salespeople
- Build and foster customer loyalty through regular visits and interactions
- Educate customers about product features, benefits, and applications to stimulate demand
- Gather and customer feedback to inform product development and marketing strategies
- Establish relationships with key or within customer organizations (, department heads)
- Technical specialists
- Provide in-depth product knowledge and technical support to salespeople and customers
- Demonstrate product functionality, issues, and offer guidance on product selection and implementation
- Collaborate with salespeople to develop customized solutions that address specific customer needs or challenges
- Conduct training sessions and workshops to educate customers on product usage and best practices
Sales Process Management
- : A visual representation of the customer journey from initial awareness to final purchase
- : A systematic approach to tracking and managing potential sales opportunities
- : The process of identifying and cultivating potential customers for a business's products or services
- : The ongoing process of maintaining and strengthening relationships with existing customers to maximize long-term value
- : An approach that focuses on building strong, long-term connections with customers rather than pursuing quick, transactional sales
Key Terms to Review (28)
Account Management: Account management is a strategic approach to building and maintaining long-term, mutually beneficial relationships with key customers or clients. It involves proactively managing all aspects of the customer's account to ensure their satisfaction, loyalty, and continued business.
B2B Salespeople: B2B (Business-to-Business) salespeople are professionals who sell products or services to other businesses, rather than directly to individual consumers. They play a crucial role in the personal selling process within the context of classifications of salespeople involved in personal selling.
Brand Awareness: Brand awareness refers to the extent to which a consumer can recognize or recall a particular brand and associate it with a specific product, service, or company. It is a fundamental aspect of branding that measures how well a brand is known and how easily it comes to mind for consumers when they are considering a purchase or making a decision in a particular product category.
C-level Executives: C-level executives, also known as the C-suite, are the top-ranking corporate officers responsible for an organization's overall operations and strategic decision-making. These high-level executives typically hold titles beginning with the prefix 'Chief', such as Chief Executive Officer (CEO), Chief Financial Officer (CFO), and Chief Operating Officer (COO).
Cold Calling: Cold calling refers to the practice of contacting potential customers or clients who have not previously expressed interest in a product or service, with the aim of generating new business opportunities. It is a direct sales approach that is commonly used in personal selling to initiate contact and build relationships with prospective customers.
Cross-Sell: Cross-selling is the practice of offering a customer additional products or services that complement their initial purchase, with the goal of increasing the overall value of the sale and enhancing the customer's experience.
Customer Loyalty: Customer loyalty refers to the commitment and positive attitude a customer has towards a brand, product, or service, leading to repeat business and advocacy. It is a critical concept in marketing as it directly impacts a company's long-term success and profitability.
Decision-Makers: Decision-makers refer to the individuals or groups within an organization who are responsible for making important strategic and operational decisions. They play a critical role in the business-to-business (B2B) market and personal selling processes.
Influencers: Influencers are individuals or entities that have the ability to sway the opinions, behaviors, and decisions of others through their perceived expertise, authority, or social standing. They can significantly impact various aspects of the marketing environment, buyer behavior, and personal selling strategies.
Inside Order Takers: Inside order takers are salespeople who work within an organization, typically in an office or retail setting, and are responsible for processing and fulfilling customer orders that are received through various channels, such as phone, email, or online. They play a crucial role in the personal selling process by ensuring efficient order management and customer service.
Inside Sales: Inside sales refers to the sales activities and processes conducted remotely, typically from a centralized office or contact center, rather than through face-to-face interactions with customers. This sales approach leverages technology and communication channels to connect with and sell to customers without the need for in-person meetings.
Lead Generation: Lead generation is the process of attracting and capturing the interest of potential customers or clients to create opportunities for future sales. It is a crucial aspect of personal selling and the overall promotion mix for a business.
Market Intelligence: Market intelligence refers to the systematic collection, analysis, and interpretation of information about a company's target markets, competitors, and overall industry landscape. It is a crucial component of strategic decision-making, enabling organizations to make informed choices that align with market trends and customer needs.
Missionary Salespeople: Missionary salespeople are a type of sales professional who focus on educating and informing customers about a product or service, rather than directly selling it. They aim to build long-term relationships with customers and provide valuable information to help the customer make an informed purchasing decision.
Order Getters: Order getters are a classification of salespeople involved in personal selling who focus on actively seeking and obtaining orders from customers. They play a proactive role in the sales process, utilizing various techniques and strategies to generate sales and secure commitments from buyers.
Order Takers: Order takers are a type of salesperson who primarily focus on processing and fulfilling customer orders rather than actively seeking out new sales opportunities. They are typically responsible for handling routine transactions, answering customer inquiries, and ensuring the timely delivery of products or services.
Outside Order Takers: Outside order takers are a type of salesperson involved in personal selling who primarily work outside of the company's physical location, visiting customers at their own sites or establishments. They are responsible for generating sales orders from customers through in-person interactions and negotiations.
Outside Sales: Outside sales, also known as field sales, refers to the practice of salespeople meeting with customers or potential customers at their own locations, such as their homes, offices, or other off-site settings, rather than having the customers come to the seller's place of business. This approach to personal selling is a key component in the classifications of salespeople involved in personal selling.
Prospecting: Prospecting is the process of identifying and qualifying potential customers or clients for a business. It involves actively searching for and evaluating individuals or organizations that may have a need for the products or services offered, with the goal of establishing new sales opportunities.
Relationship Selling: Relationship selling is a sales approach that focuses on building long-term, mutually beneficial connections with customers, rather than simply making one-time transactions. It emphasizes understanding the customer's needs, providing value, and fostering trust and loyalty over the course of an ongoing relationship.
Sales Funnel: The sales funnel is a visual representation of the customer journey, from initial awareness to final purchase. It outlines the different stages potential customers go through as they move towards making a buying decision, allowing businesses to strategically guide and nurture leads through the sales process.
Sales Pipeline: The sales pipeline is a visual representation of the stages a potential customer goes through in the sales process, from initial contact to final purchase. It is a crucial tool for sales teams to manage and track their leads and opportunities, ultimately driving revenue growth for the organization.
Support Personnel: Support personnel refers to the individuals who assist the primary salespeople in personal selling activities. They play a crucial role in facilitating the sales process and ensuring the overall success of the sales team.
Team Selling: Team selling is a collaborative approach to personal selling where a group of salespeople with complementary skills and expertise work together to meet the needs of a customer. It involves the coordination and integration of different sales roles and functions to provide a comprehensive solution for the client.
Technical Specialists: Technical specialists are salespeople who possess in-depth knowledge and expertise in a specific product or service, often serving as technical advisors to customers. They play a crucial role in personal selling by providing detailed information, troubleshooting, and customized solutions to meet the unique needs of clients.
Territory: In the context of personal selling, territory refers to the geographical area or market segment assigned to a salesperson for their sales activities and account management. It is a key component in the classification of different types of salespeople involved in personal selling.
Troubleshoot: Troubleshooting is the process of identifying and resolving issues or problems by methodically analyzing the situation, isolating the cause, and implementing a solution. It is a critical skill in various contexts, including personal selling, where salespeople must be able to effectively address and resolve customer concerns or challenges.
Upsell: Upselling is a sales technique where a salesperson encourages a customer to purchase a more expensive or upgraded version of a product or service they had originally planned to buy. The goal is to increase the total value of the sale by offering a higher-end alternative that provides more features or benefits.