Existing Business These salespeoples primary responsibility is to maintain and further
cultivate relationships with existing customers.
Order-Takers Also called Farmers, these salespeople specialize in maintaining
current business. These salespeople hav
Knowledge Bases Help Build Trust and Relationships The more the salesperson knows, the
easier it is to build trust and gain the confidence of the buyer. Buyers have certain expectations of
the salesperson and the knowledge that he or she brings to the tab
Dependability Predictability of a persons actions. Predictability A salespersons
behavior that can be foretold on the basis of observation or experience by a buyer.
Salespeople must remember the promises they make to a customer or prospect. Once
More money is spent on B2B personal selling than advertising.
Transaction Based selling Buyer is more important.
Know about the difference Sales Dialogue and Sales Call.
Remember that sales are like a profession. It shou
Service The effective salesperson must be ready to address Service Issues Concerns of
the buyer that the salesperson should address. Such as:
Does the company service its products or does the company send them to a third party?
Does the company servic
Competitor Knowledge Salespeople will probably be asked how their product stands up
against the competition. These are important questions that every salesperson must be
prepared to answer. Salespeople must have knowledge of their competitors strengths an
Basis of the Bargain When a buyer relies on the sellers statements in making purchase
Although these tactics might increase sales in the short run, salespeople ruin their trust
relationship with their customer and company.
Why Is Trust Important? Since competition is at an all time high now it is proven that
pushy sales tactics do not work. This is why Trust-Based Sales works. Buyers now want
unique solutions to their problems product solutions that are customized on the ba
Consumer Market A market in which consumers purchase goods and services for their
use or consumption. Consumers purchase goods and services for their own use or
consumption and are highly influenced by peer group behavior, aesthetics, and personal
Deceptive Practices Buyers have been turned off by all salespeople because of experience
with only a few unscrupulous salespeople. All salespeople (good and bad) pay the price for
this behavior. The salesperson must choose the trust-building approach to s