The book Hope Is Not A Strategy by Rick Page is the quintessential piece of sale force literature. Similar to most sales force books it provides key selling concepts to the reader, but the key differentiator is that Page focuses on providing specific strategies and practices that will elevate an individual’s sales force. Being able to navigate a sales account and ultimately achieve the sale is a very complex task and Page’s book guides the reader in maneuvering these complex situations. Although Rick Page states that hope is an essential aspect of life, he believes that strategy must be developed and implemented in order to achieve results in the complex selling environment. Page divides the book into four different sections where he …show more content…
These transformative changes to the selling environment are ultimately forcing the salesperson to reengineer and rethink how they approach their business accounts. Failure in adapting to these changes can result in many adverse situations but ultimately revolves around ineffective team selling. In terms of selling strategy Page believes that individuals should sell the way that their specific consumer buys. Focusing on this statement, Page describes, in the first section, the seven generations of selling which are: 1) Tellers who mainly focus on explaining the features of the product, 2) Sellers are individuals that listen first and talk second, 3) Hunters are individuals that focus on beating the competition,
4) Farmers are good with complex situations and repetitive selling, 5) Business developers focus on the dormant problems of a business and bring it to light,
6) Partners collaborate working together to build business for each other, and
7) Industry networked consultants that give advice to the executives and operational managers of an industry. These seven generations exemplify
Selling to consumers or other businesses, developing an effective sales strategy is the first step to persuading customers to part with their money. In particular, we need to identify which customers to focus the efforts on, the sales methods that will be use to reach them and how we will price the product or service.
Introduction: In this assignment I will be giving information the following point talk about each sales staff must do or be like when working for these different scenarios. Also I have included the sales technique out of four of them: Cold-calling, Face to face, Telemarketing and drop in visits. Also I have included their own personal interpersonal skills of what it takes to be a sales staff to be working for those scenarios, I have also included examples and relevant pictures.
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
of the key issues result from John’s inability to comprehend the difference between sales representative and a sales manager. He was overly enthusiastic about his position and disregarded Phil Jackson’s tips on how to be successful as a sales manager. Sales managers must be multi-taskers who plan, organize and lead the functions of all customer contact and ensures that these methods of contact maximize the profit and sales goals of the company which hires them. A salesperson is responsible only for his/her own territory – a sales manager is responsible for the entire sales force and their productivity and revenue that
Everybody dreams of achieving their accomplishments, yet with age, people naturally limit themselves to more realistic expectations, following the logical path, rather than disconnecting from the perceived restraints, and dedicating themselves to achieve success. As a child, I dreamed of being a professional athlete when I grew up. Throughout kindergarten and the beginning years of elementary school, I imagined sprinting onto a field full of adoring fans, traveling around the world winning game after game, and seeing my picture plastered onto every box of Kellogg’s brand cereal. As I grew older, my dreams of being an athlete faded away as I realized only boy’s teams were watched on mainstream television, and instead, girls should dream of becoming singers and popstars. My aspirations to become a renowned
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
Incredibly, despite this fallout, many salespeople continue to train in that decades-old style of sales. While the names of some of the tactics and techniques have changed, the philosophy at the heart of the training is essentially the same: do whatever it takes to outmaneuver the customer into saying yes, and close the sale. But from my own thirty years of sales experience, that approach no longer cuts it. More competitive products, diverse shopping outlets, and sophisticated customer preferences have radically changed the game. The challenge of selling has become so different from the way it used to be that today’s salespeople need a different way to sell.
achieved. They live their lives like a person waiting for a bus on a street
Included with this full-text Harvard Business Review article: 1 Article Summary The Idea in Brief—the core idea The Idea in Practice—putting the idea to work 3 Ending the War Between Sales and Marketing 14 Further Reading A list of related materials, with annotations to guide further exploration of the article’s ideas and applications
The article begins by discussing that there is much more to being a successful salesperson than dramatic pitches and extensive research on the
instead of investing in seminars and workshops, the sales force needs to see the vision for the
Every marketing manager ought to have sales persons beside him who have thorough knowledge of what personal selling is about. The increasing prominent of identifying them as the focus of a firm’s existence has made it imperative for marketing organization to go for more sales persons.
The communication barriers between the sales managers and staff have been exacerbated by the unfolding of the personal relationship between the sales managers over the last six years. To further complicate matters, Acacia Alloys has made the common mistake of replicating a sales plan without a long-term strategy (Havlícek & Roubal, 2013).
Most organizations, that maintain a sales force, believe in just two approaches to advancing the sales skills of their sales team: The Minimalist Approach and the Process Approach. Few, if any, ever consider the impact emotions have on sales success. Before we talk about he value of emotion in the sales process, lets make sure we understand what is involved in the two, most popular, sales training methods. A brief explanation of the Minimalist and the Process sales approach may properly set the stage for a productive discussion about what is really needed to grow a "World Class" sales team.
The second challenge impacting sales are the sales people. Currently 50% of the sales staff has less than one year’s sales experience. Their lack of knowledge on the depth of our products is working against us. While we do an excellent job in screening for new sales staff, the volume of data related to what we sell can be overwhelming to newer employees.