Sales Management Process
Defining the reason for selling (mission statement and sales strategies)-> Developing the salesforce (training ROI)-> Directing the salesforce (coaching the sales force; salary and incentive)-> Determining the salesforce effectiveness (feedback).
buyers objections that slows down the buying process. Objections are viewed as opportunities to sell and you should treat them as questions.
How to convert new customers into lifelong customers
1) Building goodwill by adding value 2) Handle Complaints 3) Process requests for rush deliveries efficiently so the company knows you are doing whatever it takes to get it done
Meetings are not effective because:
1) Salespeople do not prepare enough 2) Buyers know more info know and it's a waste of time 3) Limit time spent with salespeople 4) Dealing with multiple sellers at once.
Not too easy. Not too difficult.
Great material to study from and it helped me receive and A+ in my class which I really needed to be a great student!
I learned so much about sales and how I can use it in my daily life so I can succeed and make a lot of money in the future!
Hours per week:
Advice for students:
Just read the book a lot and look at this great course hero account