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Sales professionalism By: Mohamed Shehab [email protected]

mailto:[email protected]

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.


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.


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 ,


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.


What makes professional sales person?


Think

• Have you met professional sales person before? Yes No

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


Attitude Knowledge

Skills


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


1- Attitude

Positive Vs. Negative

Attitude

Attitude


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


Does professional sales person Born or Made?


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


Territory knowledge• Information concerning three elements in the territory:

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

Knowledge


Selling skills

Communication skillsNegotiation skills

Skills


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


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

Communication

Skills


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

Negotiation

Skills


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.


Thanks
