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Salesperson Skills
Sales Planning
1. Identifies prospective customers for products and services.
2. Sets realistic sales goals.
Sales Administration
1. Submits all reports correctly and on time.
2. Maintains complete, up-to-date account records.
.Building Customer Relationships
1. Opens each prospect call or meeting with a statement
of purpose and process.
2. Develops rapport quickly with potential customers.
Determining Customer Needs
1. Approaches initial discussions with prospect as "information
gathering" versus "interrogation".
2. Asks about prospect's needs: situation, problem, implications
and cost of problem.
Creating Customer Solutions
1. Applies creatively in building solutions.
2. Works well with company's internal personnel to create
solutions.
Presenting Customer Solutions
1. Writes sales proposals that communicate solutions clearly
and persuasively.
2. Gives clear and persuasive one-on-one sales presentations.
Facilitating Sales Agreement
1. Approaches the close as a process rather than an event.
2. Uses stakeholders within the organization to influence
decision makers.
Managing Sales Account
1. Asks about the customer's value expectations.
2. Monitors customer satisfaction.
Building Internal Company Relationships
1. Expresses a positive, "can-do" outlook.
2. Achieves assigned sales goals.
3. Meets deadlines and commitments.
Increasing Sales Effectiveness
1. Conducts effective meetings.
2. Achieves assigned sales goals.
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