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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

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

Secrets of Power Persuasion for Salespeople Roger Dawson, one of the leading experts on negotiating and persuasion, shares his proven success techniques that get people to see things from the salesperson's point of view - without threats, without manipulation, without bribery.

Nothing Happens Until Something Is Sold: A Study on Sales and Salesmanship George, A. Kozlowski
A text on professional selling and salesmanship

Blaggers: Adventures Inside the Sun-kissed But Murky World of Holiday Timeshare ~ Barry Ley. Paperback 191 pages (June 21, 2001). “- the tout who talked - anecdotal, great read”

Timeshare Vacations for Dummies (For Dummies S.) Lisa Ann Schreier.

Weekend Millionaire Mindset: How Ordinary People Can Achieve Extraordinary Success ~ Mike Summey, Roger Dawson.

Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator Roger Dawson.



Start with No: The Negotiating Tools That the Pros Don't Want You to Know ~ Jim Camp

More Books in Our Bookshop..
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