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SALES PROFESSIONALIS
M
NAMES ROLL NO.
Onkar 21
Harish 22
Deepti 23
Rasika 24
Elaine 25
Chetan 26
Samiksha 27
Nishant 28
Cincy 29
Aniket 30
To provide those sales people with a basic understanding of the sales process and to demonstrate skills and techniques used during this process to ensure that there is a professional approach employed at all times.
Aim To Study Sales Professionalism
What is Professionalism A professional is a member of a vocation
founded upon specialized educational training
The word professional traditionally means a person who has obtained a degree in a professional field.
The term professional is used more generally to denote a white collar working person, or a person who performs commercially in a field typically reserved for hobbyists or amateurs.
Sales Professionalism is about Two Factors
Intentions:
-- Our intentions are to create value for our clients and customers
-- We have moved from vendor and adversary to trusted adviser and valued partners
Outcomes
-- Professionalism also means achieving the desired outcomes that we have sold to our clients.
-- On should Possess not only sales skills, but also the business skills that includes managing teams, leading complex change initiatives, solving problems, and managing our client’s outcomes.
Sales Professional’s skills
Commitment Charisma Work ethic Desire Attitude Creativity Resilience Flexibility
The Evolving Role Of The Sales Professional
The sales person as a professional is important to educate and inform customers about products and services
They act as a Diagnosticians.
They solve the queries of the customers whenever necessary.
They act as intermediaries between customers and a firm.
They are very Inquisitive, Analytic and Systematic in Understanding the problems.
SELLING IN THE 21ST CENTURY
Coordinated Team Efforts
Knowing the Customer
Technology for Greater Effectiveness.
CHARACTERISTICS OF A SALES PERSONALITY
PHYSICAL TRAITS
Health Breath Posture Voice Appearance
MENTAL TRAITS
AlertnessImagination & ResourcefulnessInitiativeEgo DriveObservation & MemoryListening Ability Self-confidenceCheerfulness
SOCIAL TRAITS
Ability To Meet The PublicEffective SpeechTactCourtesyGood MannersEmpathy
CHARACTER TRAITS
Honesty & Reliability Enthusiasm Industry Persistence
Types of salesmen
Manufacturer’s salesmanWholesaler’s salesmanRetail salesmanSpecialty salesmanIndustrial salesmanThe exporter’s salesman
THE SALES PROCESS
There no magic formula to make sales. However it is widely believed that if salesperson follows certain steps , the chances of success are greatly improved.
STEPS:
PROSPECTING
PREAPPROACH
APPROACH
PRESENTATION & DEMONSTRATION
MEETING OF OBJECTIONS
TRIAL CLOSE/CLOSING THE SALE
ProspectingPre-ApproachApproach
Presentation and Demonstration PromptnessClarity Showing the Proper Quantity and Quality
Meeting Objections Anticipating objection Preventing objection
8 KEYS TO SUCCESS OF A SALES PROFESSIONALISM
Selling is a skill You are the most important product Relationships, emotions & feelings are the key factors
in sales success Identify & develop your prospects A sales call is a performance Develop effective negotiation skills Objections are your friends Always be closing
CONCLUSION
In India less importance is given to a Profession like salesman. Selling as a career.
Companies must launch New Selling techniques.