Submitted by: Submitted by pawansharma
Views: 519
Words: 18371
Pages: 74
Category: Business and Industry
Date Submitted: 02/17/2011 06:18 AM
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...