P1 DIGITAL COMMERCE.pdf - The new expanding Roles of Sales...

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The new expanding Roles of Sales Managers have 3 major implications: Manage: Customer relationships, hybrid sales forces, serve as customer consultants What is an objection? A concern from the customer One of the Techniques to reach a sales Close, in the Step 5: “Close the deal” Keep Silence What are not Todays Sales People (chapter 4): Product oriented Sales Management is (chapter 1): the planning, direction and control of the personal selling activities of a business In the Recap of business context step we need to present: The commercial environment - explain the platform of the proposal In the Step 5 “Close the Sale”: Suggest an easy step for the customer Which is one of the best ways to be prepared to handle objections: To anticipate to possible/foreseen objections The “what makes a good salesman” article mentions that before the sales people work in sales, mostly during his childhood and growing up experience:
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  • Fall '13
  • NoProfessor
  • Sales, sales manager

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