role of a salesperson

Should you wish to embark on a career in Sales Management, you need to first of all understand the role of a salesperson in achieving the company’s sales objectives. Another important aspect of sales is understanding the selling process, including the development of trust based relationships. A requirement for those enrolled in this course, will be to investigate components of the sales process and applied those to a ‘real world’ situation. The assignment will comprise of 2 parts- •    A written commentary •    A field investigation Required •    Select a product range of your choice •    Assume the role of a salesperson who visits those interested in purchasing your product. •    From a selling perspective, you will be focusing on a product or service that will involve a business to business (B2B) selling situation and your written commentary should reflect this. Part A   Written Presentation •    Identify your product/service outlining its features and benefits. •    Outline what competitive advantage your product or company (USP), will have over others. •    A commentary on what you would do to determine the number and location of potential business clients. (B2B) •    Compile and categorise (ABC), a prospect list of potential clients that you could call upon in the Greater Auckland region.  Indicate your basis for classifying your clients. •    Write an ‘introductory letter’ to a potential client that will attract their interest, outlining how your product can benefit them.  As part of the letter, seek to secure an appointment in the very near future. •    An example of a customer profile form that you might use in compiling a database. •    In a brief written format, provide an overview of how a possible sales presentation would unfold.  Include the following…. •    Introductory commentary via phone for securing an appointment to see the client. •    An initial sales objective •    How you plan to do your sales presentation? •    What sales tools will you use? •    Opening commentary at your initial meeting •    Three probing questions •    Five possible objections you may encounter, along with your responses. •    Two examples of a trial close that you might use. •    Comment on what you would say when asking for the order. PLACE THIS ORDER OR A SIMILAR ORDER WITH US TODAY AND GET AN AMAZING DISCOUNT :)