There are many emails asking us what are the main features that a seller must have to succeed in this profession. Often we read of super aggressive sellers and hungry, ready to do anything to close a contract. In the following nine points will try to list those that we think are the main characteristics of a good salesman.

Schedule visits / phone calls

The best sellers are trying to maximize the number of visits or phone calls to customers. This does not mean it 15 instead of 10, but to program every single visit to the opportunity to score an order are higher. Each visit must be planned as sales and customers are not all alike, so you need to concentrate and look at the product with the customer’s perspective. Before the visit, think about what you want from that visit and what the customer expects from you. Think of what may be the differences between you and the customer and change your presentation to avoid them and make your offer more attractive. (more…)

The need for analysis of competitive position

In the process of transition to a market economy, enterprises are confronted with many problems of survival. Full access to the external environment has brought not only new opportunities, new challenges as the effective functioning of the enterprise market. By the introduction of marketing companies have come and still come only because the plight of the sale of its products. This is typical for most domestic enterprises. And often, the newly created marketing department becomes the second sales. Also, executives often do not fully realize the essence of marketing and “binds” a salary of marketing specialists to sales. And because of that marketers have lacked neither the time nor the great motivation for continuous and comprehensive market analysis. The actions of management are clear – need to sell products and make a profit now and peak rather than expend time, money and efforts of professionals to those conducted studies, often bringing quick and one hundred percent return. Thus, creating the marketing department, the company hopes to obtain additional customers and to ensure that market their products.
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