Be a Sales Superstar

Although your old life contains many memories you may wish to forget, you must remember the determination and commitment you always brought to your work. Your desire to succeed first manifested itself at a very young age, but unfortunately your environment did not offer you opportunities to use your good qualities in a positive fashion. However, today, in the field of sales, the same determination that allowed you to succeed in the world of crime can also allow you to excel as a salesperson.

This paper will discuss in some detail about what goes into a good salesperson and how to get clients. It will also discuss six total rewards program. Define the behaviors of the sales force that are targeted with the compensation plan. Next, look into how a value proposition is accomplished for current and future employees at car lot. Specify how fascinated future salespeople may be in the near future.

Salesmanship is one of the most looked down professions that most people would prefer not to be associated with. But this hasn't kept away one in every nine Americans (almost 15 million) from actively engaging in sales as a career. Nonetheless, according to a sales and marketing best-selling author, Daniel Pink, everyone in life is a salesman and so is every profession. To further explain his point, Pink even summed up his survey on sales into a book entitled "To Sell Is Human."

Last Tuesday in class, Tom James came in to provide insight on Sales Management in their industry. The presentation was unique, because they brought in a Sales Manager and a Sales Professional in Paul and Manny. Their perspectives on how to manage a sales team as well as preform as a sales professional was a perfect balance of knowledge, because it gave a real world example on our sales studies.

There is a phycology behind selling. In the article The Phycology of Selling, by Brian Tracy and Michael Tracey, they speak about the salespeople and what they do to become successful. They explain the 80/20 concept which states that twenty percent of the people make eighty percent of the money. They also expand on it by explaining how people become successful. They say that if one sets a goal and works to achieve it will eventually become true. Furthermore they say that self-confidence is a strongly necessary. To have confidence and believing in oneself is the way to succeed.

All successful sales staff have company cars, laptop computers and visibly high incomes. They tend to dress very smartly and walk around company premises in a self-confident, sometimes arrogant manner. They operate very much as individuals and rarely resort to the formal chain of command when a problem arises.

In this week’s readings and content there were three principles that impacted me: the “Act as If” principle, how to build confidence, and the theory of “Learned Helplessness”. All three of these principles or ideas can have a big impact on a sales career or even just any career in general. They each have a lot to do with mindset, attitude, and are ways that we act.

Reporting on the findings of a seminar, Keegan (2009) conveyed no matter how thorough a company’s research and marketing efforts are, a company’s overall success often boils down to one very critical function: face-to-face sales. Product knowledge, honesty and trustworthiness are important virtues for every salesperson, but a successful salesperson must navigate through a customer’s business to find the ultimate decision maker. Researching a customer’s business, gaining knowledge of their operation, and listening to their needs is critical to the success of every salesperson. After every face-to-face meeting, a salesperson needs to review what

The answer? Raise your performance expectations, which demands improvement from your sales team in three areas, and from you, in one.

In my father’s view, the foundation of good selling consisted of three building blocks: knowing that you are the product your customers really need to buy, creating relationships with your customers and letting the sales process flow from that bond, and finding the unique qualities within yourself that you can offer to help your customers. So far, his assignments had effectively opened my eyes to the first two building blocks; now it was time for me to learn about the third.

A sale manager or leader who possess all these skills can help its organisation to achieve profitability, motivate the sales team and also ensure customer satisfaction. Interestingly, despite the skills and abilities possessed by sales leaders, most large organizations make it difficult for these leaders to make a difference. They burden sales leaders with support people who complicate decision making, put up road blocks and prevent innovation. In fact, the decision-making power turn shifts from these manager/leaders to support positions that have little contact with the customers. These and other challenges also pose as hindrance to the successful execution of the duties of a sales

In chapter eight, Miller discusses the sales manager’s responsibilities of assigning salespeople territories, designing effective “compensation” packages, and establishing incentivized reward systems (Miller 2001, 189-212). Miller explains how the firm’s sales force can be deployed using the following three pathways: 1) “Geographic,” 2) “Account,” and 3) “Product assignments” (Miller 2001, 189-212). Miller advises that a hybrid combination of all three is the most effective for enhancing market share and sales acquisition. Miller further elaborates on the importance of using “The ProActive Sales Matrix” for maximizing salespeople’s schedule and opportunity for selling (Miller 2001, 189-212). Miller suggests

Recently, the Sales Training Department has developed a set of Key Sales Indicators (KSI 's) to monitor each Sales Representative 's sales performance against predetermined monthly targets. This was done to align the MAP to XYZ goal of improving sales performance and to reinforce the selling mindset of the sales department.

The next stage in the personal selling process is approaching the prospect. This means actually having an initial first meeting with the prospect for the first time, face-to-face. (Personal Selling, pg.136) Like most things in life, “Practice Makes Perfect”, and in this particular case, this statement holds true in that the more a sales representative practices and rehearses their sales presentation, the better. Practicing and rehearsing one’s presentation assist sales representatives in

The oldest form of selling of any kind has always been one person selling something to another person who wanted it. One on one, face to face in which a seller has something to sell and a buyer wants to buy it. Throughout the years a seller would attempt to sell something and use his good name and reputation to sell it. The same can be said in business. While this form of selling does not work in my line of business to customer retail it does work for companies in business to business relationships. This Essay will describe the Personal Selling concept from a business standpoint. It will highlight the advantages and disadvantages of personal selling and give basic information for teaching, training and managing a personal salesperson.