Keyword: sales relationship work different sales today is no longer as has been done in the past by subtly manipulated to the people make to their own profit. They are willing to become a customer of consultants, customers, partners and customers to solve problems. Their goal is to establish a long-term customer relations of cooperation. Sales for their employers, their own, as well as the benefit of customers.
In recent years, sales personnel and professional boundaries between has become increasingly blurred. Because today's sales are usually professionals, many sales staff in their work areas as well as product knowledge much more than the customers. These professional knowledge enabling them to become a customer of partners, as well as provide solutions programme. Today's sales force can provide professional product information that can help customers to achieve short-term or long-term objectives, a more rational shopping behavior. They also provide services to their customers and the subsequent maintenance services to ensure that they purchase products or services. This is to establish a relationship between customer loyalty.
Figure 1-7 describes the sales person in the relationship with the customer to establish sales to be available in the four main elements. They analyze customer needs; recommended solution and gain customers shopping delegate; implementation; and, finally, maintain and promote the development of mutual relations.
As you can see, selling and other work have some differences. Here are some major differences:
■ Sales of foreign companies on their behalf. Therefore, customers usually are based on the company's sales team to form your own impression of the company and the company's products, the public does not normally according to the company's Office or factory worker's situation to determine a company's situation. Customers?
■ Customer on any enterprises are the most important;
■ The customer does not depend on us, but we are totally dependent on customers;
■ The customer is not an obstacle to our work, but the goal of our work;
■ The customer to do business with us is on our help, but we cannot rely on waiting to help them;
■ The customer is part of our company, not outsiders. For companies, customers not only represents a cash register in money, they have the feeling that they need to be respected;
■ Customers with requirements and need to find our, our job is to meet them;
■ Customers want us to deliver the most courteous treatment;
■ Customers are the lifeblood of every company is customer payments to sales personnel salaries, without them, the company only closures;
■ Please never forget customer!
■ Other employees work typically in close control and supervision, which salespeople usually have little or no oversight by the company. But in order to be able to be successful, they must keep the creativity, perseverance, and work to demonstrate strong creativity. All this requires sales people have a very high activity.
■ Requires sales people may be larger than the company's other staff more sophisticated, more sociable and have a calm ease of ability. When dealing with customers, many of the sales needs sales staff can have considerable emotional intelligence and social intelligence.
■ Sales personnel belong to the few can have the right to take the staff of the company capital. They can use the company's money to entertainment, travel, and other types of business expense.
■ Many sales work requires sales people can be quite a long time to travel, and sales staff to deal with those who seem to have no intention of buying the products customers. All of these issues, as well as long-term business travel on the physical condition of requirements, all require sales have perseverance of psychological and physiological quality of lasting. Other types of work there are very few such requirements.
Sales is a hard work, it also requires sales people have the wisdom and desire for success as well as the ability to overcome the difficulty.
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