The selling process is defined as a process by which a salesperson identifies and locates the prospects, separates the prospects from the suspects, approaches them and makes a sales presentation, handles their objections, and closes a sale. Subsequently, he also follows up the existing customers to identify further sales leads, and measures the success and customer satisfaction level of the [...]
To be successful, a salesperson must possess several qualities of head and heart. However, it is difficult to give a universal or exhaustive list of such qualities or traits because different situations require different qualities. A person may make a good salesperson in one line of business and may fail in another line. The qualities of a salesperson can be [...]
A firm should work out a programme for sales training. The training is based on the nature of the job and the products to be sold. There is a wide variety of training methods. A company has to choose either one or generally a combination of these methods. The methods chosen should be consistent with the training needs and the [...]