Sales Pitch Annotated Bibliography

The references in this bibliography focus on communication techniques and factors that are used in a business “sales pitch.” This bibliography could be beneficial to people who are in the business field who want to learn about essential points of a sales pitch and also how to communicate that information with a consumer, such as marketers, advertisers, and sales reps.

Although there are many factors that play part in communication during business sales, the following references I chose I believe are very important in order to separate a seller from another. This bibliography includes many sources that discuss the importance of allowing the consumer to engage in the majority of the conversation rather than explaining large amounts of information on a consumer. Today many sales reps are eager to make a sale and will instantly begin their sales pitch to a consumer without ever hearing out what exactly the consumer is looking for. Communication in sales is often thought to be a one-person conversation, but in order to be successful, one must be able to hold a respectable conversation with a consumer and base their presentation off of their consumers needs, according to Smith.

Smith, J. (2013). How to craft an effective sales pitch. Forbes.com, 28-28. Retrieved from www.forbes.com

Those in the sales field often frown upon the word “sales pitch.” This article discusses the idea that a “pitch” in fact means to throw as much information at someone and hope that they agree to purchase, which was commonly used in sales years back. Sales now focus on conversation between the seller and the buyer. Smith states: “Weiss says that as a salesperson you should talk 20% of the time and listen the other 80%.” The importance in sales now is to uncover the prospect’s needs, understand their needs, and show them how whatever their selling can help them accomplish whatever they are trying to accomplish. This article would be very helpful for someone who wants to learn how to...