Sales professionalism
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Transcript of Sales professionalism
Sales professionalism By: Mohamed Shehab [email protected]
Contents
• Companies Challenges in the 21st Century.• Attitudes about selling (selling myths).• Old image Vs. New image of sales people.• What makes professional sales person? • Sales person attitude, Knowledge and skills.
Sales professionalism
Contents -------------- ------------- -------------- ---------------
Companies Challenges in the 21st Century
• Increase number of companies (National, Multinational )
• Increase number of sales persons (Indoor, Outdoor)
• Customers become more sophisticated • Diversified marketing communication tools (Internet, Social
network, SMS…etc.)
• Finally market becomes very tough.
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Attitudes about selling ‘Selling myths’
• Sales people are born and not made.• Sales people must be good talkers.• Selling is a matter of knowing the right techniques or tricks.• A good salesperson can sell ice to an Eskimo.• People generally do not want to buy.
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New Image Good
Old ImageBad
Old image Vs. New image of sales people
• Personal selling is the oldest profession in the world. • All profit and non profit organizations use personal selling.
Pushy , Knocking doors , low educated , Good talker
Persuasive, Highly educated , Good listener ,
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If the customer is king, The second most important person
in the kingdom must be the person who has a direct interaction on a daily basis
with the king.
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What makes professional sales person?
Sales professionalism
Think
• Have you met professional sales person before? Yes No
• From your point of view, what makes him so professional? Give three characters?
Sales professionalism
Attitude Knowledge
Skills
Sales professionalism
Attitude
• Attitude is the most important character for professional sales person.
• Attitude is the way you look at things mentally.• Positive attitude is reflected on others around you.
Attitude
Sales professionalism
1- Attitude
Positive Vs. Negative
Attitude
Attitude
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Characters of successful sales person
• No one pattern or mould • The most important characters are:: Enthusiasm Sincerity Determination Pleasant voice Smart appearance Sense of humor Intelligence Energetic Good listener
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Does professional sales person Born or Made?
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Product knowledge
Competitors knowledge
Customer knowledge
Territory knowledge
Industry knowledge
Knowledge
Knowledge is powerSales professionalism
Product knowledge • It gives sales person self-confidence.• It help him to answer any inquiry from customers.Competitors knowledge • Considerable promotional advantage.• Strengths and weakness of competitor’s product. Customer knowledge• Where the business comes from. • Who are the potential customers (80/20 principal).
Knowledge
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Territory knowledge• Information concerning three elements in the territory:
Geography, Economics & Commerce Industry knowledge • Information about general aspects and basics of industry
Knowledge
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Selling skills
Communication skillsNegotiation skills
Skills
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Skills include:• Customers prospecting. • Probing customers to learn about their needs. • Making a product’s sales presentation. • Handling customer’s response. • Closing the sales.
Selling
Skills
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Skills include:• Share of intended meaning with customers • Listening behavior • Speaking behavior
Communication
Skills
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Skills include:• Bargaining with customer.• Reaching agreement.
Negotiation
Skills
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Conclusion
• Professional sales person is the most effective way in customers communication.
• Sales person performance directly affects on organization’s performance.
• Sales person professionalism can be acquired through knowledge and skills.
• Sales person professionalism is born through attitude.
Sales professionalism
Thanks
Sales professionalism