SALES103: Public Speaking for Sales

1.1: Types of Sales Positions

• 1.1.1: Transactional Sales

  • Principles of Marketing: "Section 13.2: Customer Relationships and Selling Strategies" >

    This section gives an overview of the types of selling with highlights on transactional and relational sales. Ask yourself if you think you would be able to form these types of business relationships, as they will be important to your career.
    

• 1.1.2: Relational Sales

  • PLOS Medicine: Adriane Fugh-Berman and Shahram Ahari's "Following the Script: How Drug Reps Make Friends and Influence Doctors" URL

    This article discusses how relational sales is used by those in the pharmaceutical sales industry. While this article deals with pharmaceutical sales, relational sales comes into play in many venues. The need to establish and maintain relationships with prospects and clients is often a key to a successful sales career.
    

  • The Power of Selling: "Chapter 3: The Power of Building Relationships: Putting Adaptive Selling to Work" URL

    This chapter elaborates on the importance of relationship development in sales. Some of the items addressed in this chapter will be revisited later in this course. Also, make use of the very helpful links to additional readings and videos within the text.

• 1.1.3: Comparisons between Transactional and Relational Sales

  • The Power of Selling: "Chapter 2, Section 2.1 and 2.2" URL

    Read sections 2.1 and 2.2. These sections provide a comprehensive overview of skills needed in a sales profession and how to best utilize those skills. These readings will help you assess your own skills and what you need to develop to be successful in a sales career. The accompanying videos also offer useful insights from a wide range of experts, which you should find helpful.

• 1.1.4: Inside and Outside Sales

  • William Cook's "Inside Sales Vs Outside Sales - Which One Is for You?" URL

    Real estate expert William Cook's commentary is designed for those in the real estate industry; however, it provides useful distinctions about general principles in inside and outside sales. This information will be helpful in determining which types of sales careers you will find most appealing.

  • "Advantages of Outside Jobs" URL

    This article provides helpful and specific insight into the pragmatics of an outside sales career.