WHAT IS A SALES JOB?

- A sales job is an occupation that involves selling a product or service to customers.

o Seller – must be self-motivated/ have energy/ and have lengthy of patience

TYPES OF SALES JOBS?

Retail sales associate
o A retail sales associate works in a retail store and is responsible for greeting
customers, providing assistance, and answering questions about the products or
merchandise for sale
o Suggesting items based on the needs of each customer, providing information
about specific products, taking and processing payments, and organizing the
stock areas and selling floor.
▪ Selling Products to the Costumers/Buyers
▪ Check on Inventory (RAW MATERIALS)
• Production Cost
o Variable Cost – (nagbabago – nagchechange ng volume)
RAW MATERIALS
o Fixed Cost – (hindi nagbabago – hindi nakakaapekto sa
product na binebenta mo) RENT
Sales Support Representative
o A sales support representative provides support to the sales team of a business
in a variety of ways.
o Cover the 7 steps of the selling process
▪ Geographic (location)
▪ Behavioral (Interest)
▪ Psychographic (Mentality)
▪ Demographic (Age/Gender)
1. Improve brand reputation
2. Customer satisfaction (customer service/experience)
3. Loyalty of customers
4. Manage task
5. Order information
6. Meeting with the sales team
Lead Development and Generation Specialist
o which involves generating and developing leads that salespeople can follow up
on and convert into customers.
 o Finding a customer’s/target buyer
▪ SALES FUNNEL
• Awareness of a company and/or its offering (aware sa business)
• Interest in the company and its offering (na-hook na sa business)
• Evaluation of whether the company’s offering satisfy one’s needs
(knowledge about sa business – compare sa ibang business)
• Negotiation of price and terms of purchase, followed by a
decision to buy (nakapagdecide na)
• Closing of the Sale by making a payment (nabili na)
• Renewal of interest and repurchase of the product (by contract –
loyalty)
Account Manager
o manage the relationship between a company and its customers.
▪ mabigay yung needs ng customers
Inside Sales Representative
o works with existing customers to assess their needs and upsell additional
products or services.
▪ Handle research about sa competitors
▪ Entertain walk-in customers
Business Development manager
o works with an organization’s sales team to generate new sales leads and contacts
and develop various business channels.
▪ same as account manager
▪ gumagawa sila ng strategies
Outside Sales Representative
o is a more traditional salesperson who conducts sales to customers through in-
person interactions. These interactions can be with new or existing customers,
although a company may employ inside salespeople to work directly with current
customers.

LEVEL OF MANAGEMENT
Top Level
o stakeholders or Owners
Middle Level
 o managers
o account manager and business development manager
Lower Level
o employees
o retail sales associate, sales support, lead development, inside and outside

BUYING PROCESS
- is the series of steps that a consumer will take to make a purchasing decision.
- A standard model of consumer purchase decision-making includes recognition of needs
and wants, information search, evaluation of choices, purchase, and post-purchase
evaluation.

5 STEPS IN BUYING PROCESS

1. Recognition of needs and wants
2. Information search
3. Evaluation of choices
4. Purchase
5. Post-purchase evaluation

CONSUMER BEHAVIOR
- A study of consumers and the processes they use to choose, use, and dispose of
products and services

THREE CATEGORIES OF FACTORS THAT INFLUENCE CONSUMER BEHAVIOR

1. Personal Factor
o individual interests and opinions can be influenced by demographics (age,
gender)
2. Psychological Factors
o individual’s response to a marketing message will depend on their perceptions
and attitudes
3. Social Factors
 o Family, friends, education level, social media, and income, all influence
consumers' behavior

TYPES OF CONSUMER BEHAVIOR

Complex Buying Behavior
o This type of behavior is encountered when consumers are buying an expensive
infrequently bought product
Dissonance-Reducing Buying Behavior
o The consumer is highly involved in the purchase process but has difficulties
determining the differences between brands
Habitual Buying Behavior
o Characterized by the fact that the consumer has very little involvement in the
product or brand category
Variety Seeking Behavior
o A consumer purchases a different product not because they weren’t satisfied
with the previous one, but because they seek variety