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Printable Handouts
Navigable Slide Index
- Introduction
- Talk outline
- The sales role
- Personal selling and the communications mix
- Salesperson's view
- Salesforce functions
- High-pressure, persuasive pitches do not work
- Salesperson's characteristics
- Types of salesperson
- Definitions - lead, qualified lead, prospect
- Lead generation
- Preparing for the presentation
- The presentation
- Objection handling
- The close
- Post-presentation activities
- Characteristics of negotiation situations
- Stages of negotiation
- Negotiating tactics
- Sales manager's roles
- Salesperson versus sales manager
- Factors in salesforce success
- Recruitment
- Factors relating to length of training
- Training methods
- Remuneration
- Commission/Salary balance
- Sales incentives
- Expectancy theory
- Demotivators
- Elements of sales meetings
- Summary
This material is restricted to subscribers.
Topics Covered
- The role of the salesperson
- Personal selling and the communications mix
- Sales force functions
- Characteristics of successful salespeople
- Types of salesperson
- Definitions of sales terminology
- Preparing for the presentation
- Objection handling
- Closing the sale
- Post-presentation activities
- Negotiation
- Role of the sales manager
- Factors in sales force success
- Recruitment of salespeople
- Training of salespeople
- Remuneration of salespeople
- Motivating salespeople
- Running a sales meeting
Talk Citation
Blythe, J. (2012, January 1). Sales and sales management [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved November 13, 2024, from https://doi.org/10.69645/NSTG6400.Export Citation (RIS)