Importance of Preparation for Sales Management

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.

Firstly when being sales staff there is a lot of responsibility that you have to take in account. For example sales staff should have some understanding about the product. This includes features, benefits, and the cost of the specific product that the customer wants to purchase. For example if a sales staff were to sell a computer his/her knowledge should be:

Buyers never want to feel pushed, manipulated, or rushed. Sales professionalism is another factor into having a buyer and seller trust based relationship. This method is a way to approach customers in a trusting and non-manipulating tactic to satisfy the long-term needs of both the customer and the selling firm. Salespeople play a critical role on the sales floor. Almost all consumers in the society who are early adopters of an innovation often rely on salespeople as a primary source of information. Given the increasing importance of building a trust bond and developing a long-term relationship is an imperative that salespeople are truthful with the customers. It is important for salespeople to

Having the ability to sell a product takes great talent. To make it in the sales business a person has to be driven, motivated, and persistence. There are several components that go into training a sales person. They have to possess the ability to read people and to know what they want before they say it. Being a car sales person takes a person that understand the compensation plan for the organization, learning what customers are looking for in a sales person, and to sell that vehicle while making the customer feel that were not haggled (World at Work, 2007).

Working, as a sale person is not something I thought about doing a few months ago. If someone would have asked me I think I would have been afraid of choosing that path. However, after working at Aflac, I got to realize that it is an interesting job. Being a sale manager asks for good speaking skills. By speaking, I don’t mean speaking English but being able to convey information efficiently.

This occupation isn’t like others because the success of the sales aren’t just based on how the salesman works, but also the customers attitude. Sometimes a customer may not be interested or lose interest quickly. This makes a salesman’s job harder because they must pay close attention to their customers and form correct reactions. A successful salesman must know how to persuade their customers, yet aren’t too pushy. The salesman must make the customer feel comfortable and feel a need to buy what they are selling. The greatest thing to remember is that a salesman must be understanding with customers. If the customers say the price is too high or that they don’t want the product, the salesman must stay kind to the customer. If not they might never buy a product from them or hinder any their future

To Sell Is Human is a book that examines and evaluates the influence of sales in our lives. Daniel H. Pink, the book’s author, explores how nowadays, everyone is participating in sales: from lawyers trying to sell juries on a verdict, physicians selling remedies to their clients, to employers selling their bosses reasons why they should get a raise. We are all now on sales, and this does not mean we are only selling palpable products, but services, techniques and ideas. Moreover, in the book, Pink writes about how the sales world must be updated from its obsolete practices to more service-oriented ones, or in other words, it has to switch to techniques that will actually move others. Finally, Pink guarantees his book will change how the reader

Sales personnel needs to suggest new products that customers would not have thought before or that online algorithms would have missed. In order to know all the products in details and to inform something that customers don’t know, salespersons should have more training programs regarding product information. Train salespeople to be active listeners and be trustworthy to customers so they could purchase from a salesperson. (Wood, 2016).

Sales is important no matter what your career becomes. Everything you do, you sell. Our mind is very powerful and will only break us down because we are human and are harsh on ourselves. If you expect to sell whatever it is we are selling, than your first principle is to be optimistic rather than pessimistic. To stay on the positive track of sales you must overcome the advisory and the negative thoughts he brings to mind. So lets say sales does become your job, and you aren 't doing so well because you just started off. Does this mean you start believing your negative thoughts and give up ? No you don 't. This is normal to think you are lacking the skill of a talented salesman but talent takes time. Here is an example of a pessimistic thought process every salesman goes through. It 's called the ABCD model. "A" stands for adversity. Your thoughts are telling you you suck and can 't sell anything. "B" stands for belief. If you start to believe that you suck at selling things than that will lead to poor sales techniques in your future

• Liaising with clients in all areas of sales - client interaction is vital and sales assistants working with higher priced goods will need to provide a highly personalised approach;

You cannot approach any merchant as if you are scared to ask to speak with the person in charge of advertising or marketing. You cannot be afraid to ask for the Sale. You must pursue this endeavor with CONFIDENCE not cockiness!

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.

This is such an important topic in sales representative training that a full presentation skill training course would not be unrealistic, however, the following list of subtopics will provide the salesperson with the essential elements of the preparation for and delivery of his/her product or service. In the remainder of this article the use of the word 'his ' will be synonymous with 'her ' for brevity.

The objective of this project is to give you the opportunity to get some practical insight into professional selling by interviewing a professional sales person and observing him/her perform the basic selling techniques in a real life situation. You will then apply the concepts that you learned in this course by documenting your findings and observations in a report based on the format provided.

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