Should You Become an Entrepreneur?

Selling

• Chapter 6

• Slide

• Entrepreneurs need selling skills for many reasons.
• It is necessary to sell business ideas to potential investors when selling a business.
• For many customers, the salesperson is the business.
• a positive image should be conveyed

a direct communication between a buyer and a sales person

• Chapter 6

• Slide

• a direct communication between a buyer and a sales person
• the sales person tries to influence the prospective buyer’s purchasing decision

• personal selling

features

• Chapter 6

• Slide

• features
• the physical characteristics or capabilities of the product or service
• benefits
• the advantages that could result from the use of those features

• Product Knowledge

• Chapter 1

• Slide

• What are some selling strategies an entrepreneur can employ?

• Salespeople should represent company well
• Identify customers’ needs, issues, & concerns
• Turn features into benefits
• Train salespeople well (product, market, industry)

Determine Customer Needs and Wants

• Chapter 6

• Slide

• A salesperson must determine what need the customer is seeking to satisfy.
• lower-level needs usually do not require personal selling
• upper-level needs often require better selling skills

Needs Assessment

• Chapter 6

• Slide

• need satisfying
• fulfilling the needs of a customer who knows exactly what they want
• problem resolution
• helping the customer find products or services when they are not quite sure what they want