Sales Skills. Objective Explain What is Professional Selling Explain the Old and New Perspective of...
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Transcript of Sales Skills. Objective Explain What is Professional Selling Explain the Old and New Perspective of...
Sales
Skills
Objective
Explain What is Professional SellingExplain the Old and New Perspective of MarketingDescribe the Components of Good Sales SkillsExplain the Skills to Thrive in Competitive MarketDescribe the Role of Product in SalesExplain the Personal Selling Process Describe the Basic Selling RolesExplain What is B2B and B2CDescribe the Importance of Customer LoyaltyExplain What is Customer Relationship Management Describe the Classifications of SellingExplain the Types of SellingList the Benefits of a Sales CareerExplain the Various Sales MythsList the Characteristics of a Successful Salesperson
Introduction
Look at the images given below.
What do you think they represent?
IntroductionThese are different products that you may have purchased and used at any point in your life.
So, when the act of purchasing happens, simultaneously the concept of sales is involved in it.
Introduction
Sales is an important aspect in every product’s success.
A powerful sales force is made up of the excellent, persuasive and persistent sales men/women.
Whether a product is
excellent in quality or
of average quality, a
great and powerful
sales force can make
the product stand out
in the market against
its competitors and
make a mark for itself.
A successful sales force can prove to be the defining factor in the success or failure of a product or service.
Introduction
Sales Skills Selling Skills
Performance'Science''Art'
Practicing Agility
Thus, it is self evident that a person selling a product should possess excellent ‘sales skills’ or ‘selling skills’ to sell any product or service.
Selling is being viewed today as an 'Art' and a 'Science', with an emphasis on practicing agility to enhance performance.
Let us learn about
sales skills in detail.
What is Professional Selling?
Professional selling is the interpersonal communication process in which a seller uncovers and satisfies the needs and wants of a prospect to the mutual, long-term benefit of both parties.
Career Paths in Sales
Sales Trainee
There are three career paths offered by many organizations to newly hired salespeople that branch out into multiple career opportunities such as follows:
Sales PersonCareer Path Evaluation &
Decision
Professional Selling
Sales Management
Marketing Management
Let us look at each in detail.
Components of Good Sales SkillsThere are various components that are involved in acquiring good sales skills to become a stellar seller. These components are:
1 2 3Un
ders
tand
ing
the
Sale
s Env
ironm
ent
Impl
emen
ting
the
Sale
s Pro
cess
Mas
terin
g Sa
les
Agili
ty
Let us look at each in detail.
Basic Selling Roles There are three basic selling roles involved in any organization. They are:
Order
Taking Order
SupportingOrder
Creating
Let us look at each in detail.
Benefits of Personal Selling
21
3
The following are the various benefits of personal selling:
• Personal selling offers an exciting, challenging, rewarding, and dynamic career.
• Personal sellers are highly paid and among the most likely to be promoted to senior management.
• It serves as “boundary spanners” who facilitate transactions, and relationships between buyers and sellers.
Use of Technology in Sales There are various tools provided by today’s modern day technology that salespeople can use to sell better and enhance their productivity. Some such tools are as follows:
IntranetsIntranets
ExtranetsExtranets
InternetInternet
Cell PhonesCell Phones
Web MeetingsWeb Meetings
PagersPagers
Fax MachinesFax Machines
ComputerComputer
Classification of Selling
The following is the classification of selling:
Let us look at each in detail.
Retail Selling
Trade Se
llingMissionary
Selling
Tech
nical S
elling
Types of Selling
The following are the various types of selling:
Let’s look at each in detail.
Creative selling
Needs-based selling
Consultative-partner selling
Responsive selling
Problem-solution selling
Customer-centered selling
Value-based selling
Sales Myths The following are the most common myths about sales that you need to break free from in order to become a successful salesperson:
Myth #1: You must be think-skinned to succeed in sales
Myth #2: Only ‘Good Talkers’ Can Sell
Myth #3: Stress is inevitable
Myth #4: You should be pushy to succeed in sales
Myth #5: Sales Is a Numbers Game
Myth #6: You must like people to succeed in sales
Myth #7: Every prospect is a potential customer
Myth #8: Every sales call must close in a sale
Myth #9: A good salesperson can sell anything to anybody
Myth #10: Sales always has its ups and downs
Let us look at each in detail.
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