Marketing

Sales Training

Sales techniques and processes for personal

selling.

Successful selling, like any other business activity, is a process. While new sales

techniques, sales training and selling methods come and go, sales and the selling

process basically remain the same. The selling principles here underpin all

effective selling techniques, sales training and successful sales people. If you are

in selling, directing sales, sales training, or managing sales activities, ask about

the organisational sales methods and sales development models that can be

used with these techniques to manage and increase sales (in which case please

give a brief outline of your sales situation and what you wish to achieve).

This section covers sales and the selling process from its early beginnings,

through to modern techniques and principles, including:

• Glossary of Sales and Selling Terms

• The Changing Face of Selling

• AIDA and the Hierarchy of Effects

• The Seven Steps of the Sale ('PSS' - 'Professional Selling Skills' traditional

approach)

• The Product Offer - FAB's, USP's and UPB's (Features Advantages

Benefits, Unique Selling Propositions/Points, Unique Perceived Benefits)

• Open Plan Selling

Successful selling implies absolutely that the product or service must be of

suitable quality for its target market, and that the company takes good care of its

customers. Product development, design and production, and the integrity of the

selling company's service, are all generally outside the control of the sales

person, but they are all crucial to successful selling. So the first rule for the sale

person (or anyone else in business for that matter) is to work only for

professional organisations with good quality products and services. To do

otherwise is like putting to sea in a leaking ship.

There's a mass of sales techniques and selling ideas here. They all have merits,

and they all have their uses depending on your own style, the product/service...