Old, as the world, a question: should be a professional business trainer «corrupt» or not? My personal point of view in this respect – no, he should not be such. Though it also would be simply healthy, but similar is purely technically exigeant: seldom in sew lives there are people combining the competence of the [...]
The question of motivation and work stimulation is in general the basic question of management in any area of business. But on sales it is shown most boldly: have picked up the correct scheme of motivation – sales grow, were mistaken – sales fall; all relationships of cause and effect clearly. And, probably, only on [...]
From the beginning of 90th years in Ukraine active sales became popular mainly because of imitation the western business. The western sales is, first of all, active, technological sales which have entered at us «into a fashion» as a counterbalance to the Soviet trade frankly not wishing to sell and openly despising the buyers. On [...]
To speak about training of sales, in the beginning we will define sale structure, we will consider it, as the phenomenon. The technology of sale is always identical, there is a number of stages in it. The first stage is a contact establishment, during it selling starts dialogue with the potential buyer. After all it [...]
- From a professional knowledge about a product/products which he advances on the market; – Competent sample of potential clients (target audience); – Abilities to work with people: to convince, “seduce, present a product and from as much as possible advantageous position for the given client – that assumes ability to understand,”read”people and to manipulate [...]
Experience of sales and ability to look at a situation with eyes of the seller is necessary for the good expert in marketing. I would not in general take in marketing of the people who have not worked on sales: with experience of sales real vision of not simply problems of the client, and those [...]
Specificity of sales is that that for some years the person “burns out”. Constant business trips, work with objections, changes of motivational schemes bother. And that “drive” which so was pleasant years at 20-25, alas, vanishes, and it would be desirable stability. Whether so to move in marketing? The life has gone right? There is [...]
At external similarity, sales and marketing are”two big differences”, and to the expert in sales not to become simple “suddenly” the expert in marketing. If not one “but” which “specialisation” is called. Example from the announcement of vacancy: “the company, the manufacturer of mineral fertilizers, invites the manager on marketing. Requirements – the higher chemical [...]
There are two different processes under the term « sales». One is a process of communications of the seller and the client, i.e. that there is on points of sales (retail), or at negotiations (active sales). The second is all process of sale since advertising and finishing service of the client already after acquisition. To [...]
Having realised not one ten projects on sale optimisation in the trading companies, we have found out one interesting law. The management of the companies in words always agrees with necessity of carrying out of radical changes for the organisation of sales, motivation of selling managers and so forth, but seldom enough finishes introduction of [...]