Sales professionalism

Sales professionalism By: Mohamed Shehab mohamedshehab99@hotmail.com

Contents

• Companies Challenges in the 21st Century.• Attitudes about selling (selling myths).• Old image Vs. New image of sales people.• What makes professional sales person? • Sales person attitude, Knowledge and skills.

Sales professionalism

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Companies Challenges in the 21st Century

• Increase number of companies (National, Multinational )

• Increase number of sales persons (Indoor, Outdoor)

• Customers become more sophisticated • Diversified marketing communication tools (Internet, Social

network, SMS…etc.)

• Finally market becomes very tough.

Sales professionalism

Attitudes about selling ‘Selling myths’

• Sales people are born and not made.• Sales people must be good talkers.• Selling is a matter of knowing the right techniques or tricks.• A good salesperson can sell ice to an Eskimo.• People generally do not want to buy.

Sales professionalism

New Image Good

Old ImageBad

Old image Vs. New image of sales people

• Personal selling is the oldest profession in the world. • All profit and non profit organizations use personal selling.

Pushy , Knocking doors , low educated , Good talker

Persuasive, Highly educated , Good listener ,

Sales professionalism

If the customer is king, The second most important person

in the kingdom must be the person who has a direct interaction on a daily basis

with the king.

Sales professionalism

What makes professional sales person?

Sales professionalism

Think

• Have you met professional sales person before? Yes No

• From your point of view, what makes him so professional? Give three characters?

Sales professionalism

Attitude Knowledge

Skills

Sales professionalism

Attitude

• Attitude is the most important character for professional sales person.

• Attitude is the way you look at things mentally.• Positive attitude is reflected on others around you.

Attitude

Sales professionalism

1- Attitude

Positive Vs. Negative

Attitude

Attitude

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Characters of successful sales person

• No one pattern or mould • The most important characters are:: Enthusiasm Sincerity Determination Pleasant voice Smart appearance Sense of humor Intelligence Energetic Good listener

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Does professional sales person Born or Made?

Sales professionalism

Product knowledge

Competitors knowledge

Customer knowledge

Territory knowledge

Industry knowledge

Knowledge

Knowledge is powerSales professionalism

Product knowledge • It gives sales person self-confidence.• It help him to answer any inquiry from customers.Competitors knowledge • Considerable promotional advantage.• Strengths and weakness of competitor’s product. Customer knowledge• Where the business comes from. • Who are the potential customers (80/20 principal).

Knowledge

Sales professionalism

Territory knowledge• Information concerning three elements in the territory:

Geography, Economics & Commerce Industry knowledge • Information about general aspects and basics of industry

Knowledge

Sales professionalism

Selling skills

Communication skillsNegotiation skills

Skills

Sales professionalism

Skills include:• Customers prospecting. • Probing customers to learn about their needs. • Making a product’s sales presentation. • Handling customer’s response. • Closing the sales.

Selling

Skills

Sales professionalism

Skills include:• Share of intended meaning with customers • Listening behavior • Speaking behavior

Communication

Skills

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Skills include:• Bargaining with customer.• Reaching agreement.

Negotiation

Skills

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Conclusion

• Professional sales person is the most effective way in customers communication.

• Sales person performance directly affects on organization’s performance.

• Sales person professionalism can be acquired through knowledge and skills.

• Sales person professionalism is born through attitude.

Sales professionalism

Thanks

Sales professionalism