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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