Characteristics of A Successful Sales Person

• Empathy
  
  
• Ego Drive
  
  
• Communication Skills
  
  
• Creative Abilities
  
  
• Enthusiasm
  
  
• Willingness To Compete
  
  
• An Appetite for Hard-Work
  
  

Qualifications For A Sales Person

• Enthusiasm
  
  
• Product Knowledge
  
  
• Sales Skills
  
  
• Positive Manner
  
  
• Practical Intelligence
  
  
• Personal Appearance
  
  
• Personal Organisation
  
  
• Mental and Physical Resilience
  
  
• Abilty to Achieve Targets
  
  
• Numeracy
  
  
• Self-Reliance
  
  
• Knowledge of Customers' Business
  
  
• Knowledge of Competitors' Business
  
  

The Varied Tasks of Sales People

• Determine Customer Requirements
  
  
• Sell Benefits and Solutions
  
  
• Overcome Objections
  
  
• Close the Sale
  
  
• Identify New Customers
  
  
• Keep Customers Up to Date
  
  
• Place Promotions
  
  
• Negociate Deals
  
  
• Head Office Feedback
  
  
• Monitor the Competition
  
  
• Be Aware of Stock Levels
  
  
• Promote Our Company
  
  

Factors Affecting Retail Price

• Company's Marketing Objectives
  
  
• Customer's Perception of Image
  
  
• Competitors
  
  
• Stage of Market Development
  
  
• Company's Differential Benefits
  
  
• Customers' Attitudes And Behaviour Patterns
  
  
• Legal Constraints
  
  
• Suppliers' Prices
  
  
• Company Operating Costs
  
  

The Bargaining Process

• Information Gathering
  
  
• Diagnosis of the Situation
  
  
• Assessment of Bargaining Power
  
  
• Setting Objectives
  
  
• Developing Strategy
  
  
• Structuring Their Expectations
  
  
• Exploring Their Needs
  
  
• The Opening Moves
  
  
• Obtaining Moveent
  
  
• Reviewing Objectives
  
  
• Tactical Plays
  
  
• The Settlement Area
  
  
• Closure
  
  
• Documenting Agreement
  
  

Sales Force Interfaces

Functions of A Sales Manager

• Evaluating
  
  
• Motivating
  
  
• Directing
  
  
• Training
  
  
• Recruiting
  
  

Functions of A Sales Representative

• Communicating
  
  
• Prospecting
  
  
• Servicing
  
  
• Selling
  
  
• Post-Selling
  
  
• Information Gathering
  
  
• Pre-Selling
  
  

Recommended Sales and Timeshare Books