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the elements involved in building a sales force Men's Nike Roshe Run Pattern Shoes Sea Multi Color , especially one that pays for itself and also adds value to any business, are many and varied. the whole purpose and direction of a sales manager needs to be directed to creating a sales force that causes the employing pany to expand through increasing sales. this is done by the following general steps: training sales staff to be able to sell the pany product in large volume; correcting how sales presentations are made; handling any customer flaps his sales people make; and then testing and hiring more sales people, to create an ever increasing sales force. this is a continual process that a sales manager must be doing to justify his existence. if he doesn't, the pany cannot expand.
training to make a good sales person
"training them to be able to sell the pany product in large volume."a very wise american philosopher once stated that all a salesman had to do was to continue to try to interest the customer and the customer would eventually buy, if the sales man continued to try to interest the customer! like all great truths, they are 'obvious' once stated.
so, what does it take for a sales person to continue to try to interest a customer, no matter what objection the customer raises and despite the sales person's own impulse to 'give up' after a while? lets look at the elements:
the sales patter: the first of these would be a suessful sales patter. here we are talking about getting a hold of someone or several people who are suessful, at selling to customers, in the target industry, or a similar industry. once such person(s) are found, you need to interview them to find out what they do that made them a suess. we are looking for the actions they take and the things they do Men's Nike Roshe Run Pattern Shoes Black Cyan Deals , not what they think.
the best person to interview for this information is usually the most suessful sales person, right there in the pany, if one exists. notes should be carefully made of the actions they take to get a sale and these notes should be very exactly written up and turned into a patter that can later be drilled on new and old members of the sales force.
advertising and preparation: next, a series of sale recruitment advertisements need to be created for the local newspaper. the receptionist of the pany needs to be briefed on what to do when calls e in. the adverts need to be big enough to attract attention and have enough mystery in them so that people actually call in to find out what its all about.
the receptionist should understand that all she is doing with calls from the advertisements is routing them to the person doing this project. she does not answer questions about what the pany is and what is being offered. she simply arranges for them to e in for an interview at a scheduled time or collects their phone numbers so that they can be called back and scheduled to e in, by someone else.
the interview: when applicants for the sales position e in, their interview is very specific and to the point. there are certain very specific criteria that are being looked for in a good sales person. the two main one are, (a) can they persist along a given course? (b) are they are interested in people?
that is an easy statement to make, to be sure. however, to find such people requires very exact interview procedures. the first step is testing. we use a series of 3 tests. one of these provide a detailed look into the 10 most important job related traits such as stability, goal attainment, posure, certainty Men's Nike Roshe Run Pattern Shoes Sky , activity level, aggressiveness, responsibility level, correct estimation, appreciativeness and munication level.
the other 2 tests measure an applicant's ability to solve problems and how well they are able to following instructions - a vital test for anyone operating machinery where understanding and following instructions are very important!
with the results of the 3 tests, one only needs to ask the applicant questions regarding his past job failures, past job suesses and when they first decided that they wanted to be in sales. these answers, pared to the results of the 3 tests tell the whole story and can really make it very easy to select applicants most likely to sueed as sales people.
how the pensation is done: for this project to be suessful and actually pay for itself, the sales applicant needs to be hired under very specific financial conditions. they need to be hired on a draw + mission. this means that they get a low amount of money weekly for a certain period of time and if they do well, they should be producing enough sales to repay their draw and start making money quickly, for themselves as well as the pany. how this is worked out is key to the suess of the project. if this is not worked out correctly, sales people will either not start Men's Nike Roshe Run Pattern Shoes Palm Trees , not produce and stay too long and drain the pany or quit before their training is effectively pleted.
the mastery of the conversation: a suessful sales person requires one skill above all others. this is the ability to guide and control a conversation. if he or she can guide and control a conversation, it is then possible to continue to try to interest the customer and be suessful at it.
for a salesperson to do this one action well, an in-depth 3-day training on the basics of conversation and how to guide and control a conversation, is vital. munication between people (conversation) have very certain and definite laws, which if followed, puts a sales person in total control of a conversation without making the other person feel like they are being controlled!
drilling the sales patter: after the sales applicants have suessfully mastered the art of controlling a conversation, they now need to be drilled on the suessful sales patter. if a full day is devoted to drilling them on this and they are drilled to a point where they easily and smoothly deliver their patter, without referring to notes or be
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