Selling skills: Difference between revisions

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{{infobox4
|list1=
<ul>
<li>[[Lack of transparency]]</li>
<li>[[Customer orientation]]</li>
<li>[[Customer service office]]</li>
<li>[[Warm Calling]]</li>
<li>[[Brand promise]]</li>
<li>[[Land agent]]</li>
<li>[[Marketing advantage]]</li>
<li>[[Investment counsel]]</li>
<li>[[Hunger marketing]]</li>
</ul>
}}
'''Selling skills''' of employees improve overall [[company]] performance and increase profits gained from sales. There are several important skill for successful sales people<ref>Rentz, J. O. 2002, p. 13-21</ref>:
'''Selling skills''' of employees improve overall [[company]] performance and increase profits gained from sales. There are several important skill for successful sales people<ref>Rentz, J. O. 2002, p. 13-21</ref>:
* deep [[knowledge]] of [[product]]/services sold
* deep [[knowledge]] of [[product]]/services sold
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* presentation and persuasion skills
* presentation and persuasion skills
* collaboration and building relationships
* collaboration and building relationships
==Importance of first impression and nonverbal channels in selling procedure==
==Importance of first impression and nonverbal channels in selling procedure==


First impression is an essential matter for salespeople. Only a few first seconds decides about eventual success or defeat in the future. Although it is not necessary to initiate verbal contact between customer and [[employee]].
First impression is an essential matter for salespeople. Only a few first seconds decides about eventual success or defeat in the future. Although it is not necessary to initiate verbal contact between customer and [[employee]].
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* inverbal expressions mostly are quicker than verbal [[behavior]]  
* inverbal expressions mostly are quicker than verbal [[behavior]]  
* sometimes through nonverbal behaviours salesperson is able to present more exact informations and conclusions<ref>Ambady, N. 2006, p.4-13</ref>.
* sometimes through nonverbal behaviours salesperson is able to present more exact informations and conclusions<ref>Ambady, N. 2006, p.4-13</ref>.
==Factors of successful selling==
==Factors of successful selling==
A good seller should be able to<ref>Jobber, D. 2009, p. 247-274</ref>:
A good seller should be able to<ref>Jobber, D. 2009, p. 247-274</ref>:
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* have particular knowledge about customers
* have particular knowledge about customers
* confidence in his or her own abilit
* confidence in his or her own abilit
==Desired characteristics of salespeople in buyers minds==
==Desired characteristics of salespeople in buyers minds==
Salespeople should be aware of the features desired by cosumers. Below has shown key factors<ref>Garver, M.S. 2000, p. 113-132</ref>:
Salespeople should be aware of the features desired by cosumers. Below has shown key factors<ref>Garver, M.S. 2000, p. 113-132</ref>:
* knowleddge about selling products and the [[market]]
* knowleddge about selling products and the [[market]]
*[[capability]] to solve faced problems
* [[capability]] to solve faced problems
* good communication
* good communication
* ability to gratify and understand the customer's [[needs]]
* ability to gratify and understand the customer's [[needs]]
* ability to help in guaranteeing the fast and reliable delivery of products
* ability to help in guaranteeing the fast and reliable delivery of products
* precision
* precision
{{infobox5|list1={{i5link|a=[[Customer service office]]}} &mdash; {{i5link|a=[[Ability to communicate]]}} &mdash; {{i5link|a=[[Relationship selling]]}} &mdash; {{i5link|a=[[Core values]]}} &mdash; {{i5link|a=[[Product knowledge]]}} &mdash; {{i5link|a=[[Front end process]]}} &mdash; {{i5link|a=[[Service bureau]]}} &mdash; {{i5link|a=[[Sales techniques]]}} &mdash; {{i5link|a=[[Marketing department]]}} }}
==References==
==References==
* Ambady, N., Krabbenhoft M.A., Hogan D. (2006). [https://www.sciencedirect.com/science/article/abs/pii/S1057740806700420 ''The 30-Sec Sale:Using Thin-Slice Judgement to Evaluate Sales Effectiveness.''], Journal of [[Consumer]] Psychology, 16(1), p. 4-13.
* Ambady, N., Krabbenhoft M.A., Hogan D. (2006). [https://www.sciencedirect.com/science/article/abs/pii/S1057740806700420 ''The 30-Sec Sale:Using Thin-Slice Judgement to Evaluate Sales Effectiveness.''], Journal of [[Consumer]] Psychology, 16(1), p. 4-13.
* Garver, M.S., Mentzer, J.T. (2000)[https://www.econbiz.de/Record/salesperson-logistics-expertise-proposed-contingency-framework-qualitative-study-reveals-nature-salesperson-logistics-expertise-dimensions-tactical/10006981918 ''Salesperson logistics expertise:a proposed contingency framework.''], Journal of Business [[Logistics]], 21(2), p. 113-132.
* Garver, M.S., Mentzer, J.T. (2000)[https://www.econbiz.de/Record/salesperson-logistics-expertise-proposed-contingency-framework-qualitative-study-reveals-nature-salesperson-logistics-expertise-dimensions-tactical/10006981918 ''Salesperson logistics expertise:a proposed contingency framework.''], Journal of Business [[Logistics]], 21(2), p. 113-132.
* Jobber, D., Lancaster, G., (2009). ''Selling and [[Sales management|Sales Management]]'' Pearson [[Education]] Limited, England, p. 247-274.
* Jobber, D., Lancaster, G., (2009). ''Selling and [[Sales management|Sales Management]]'' Pearson [[Education]] Limited, England, p. 247-274.
* Rentz, J. O., Shepherd, C. D., Tashchian, A., Dabholkar, P. A., & Ladd, R. T. (2002). [http://www.jstor.org/stable/pdf/20832608.pdf?casa_token=ZJQOj7wyFGYAAAAA:QWMJ-qOTcmzF22h0Yx0VvpxW3hrvMGtQofvdt-qigVjB8be9OtJCIzSQyYJovYlwh4Sw6gzylbou-x-eOQhIyWAmIYMGWVhdfNnUYi3Sj6tMGnxPGk_L ''A measure of selling skill: Scale development and validation'']. Journal of Personal Selling & [[Sales management|Sales Management]], 22(1), 13-21.
* Rentz, J. O., Shepherd, C. D., Tashchian, A., Dabholkar, P. A., & Ladd, R. T. (2002). [http://www.jstor.org/stable/pdf/20832608.pdf?casa_token=ZJQOj7wyFGYAAAAA:QWMJ-qOTcmzF22h0Yx0VvpxW3hrvMGtQofvdt-qigVjB8be9OtJCIzSQyYJovYlwh4Sw6gzylbou-x-eOQhIyWAmIYMGWVhdfNnUYi3Sj6tMGnxPGk_L ''A measure of selling skill: Scale development and validation'']. Journal of [[Personal selling|Personal Selling]] & [[Sales management|Sales Management]], 22(1), 13-21.
 
==Footnotes==
==Footnotes==
<references/>
<references/>
{{a|Justyna Kurnik}}
{{a|Justyna Kurnik}}
[[Category:Sales management]]
[[Category:Sales management]]
[[Category:Human resources management]]
[[Category:Human resources management]]

Latest revision as of 04:21, 18 November 2023

Selling skills of employees improve overall company performance and increase profits gained from sales. There are several important skill for successful sales people[1]:

Importance of first impression and nonverbal channels in selling procedure

First impression is an essential matter for salespeople. Only a few first seconds decides about eventual success or defeat in the future. Although it is not necessary to initiate verbal contact between customer and employee.

Literature sources has provided that nonverbal channels have great importance in selling process. Significant role in this issue plays:

  • gesture
  • tone of voice
  • body movement
  • facial expression

Above examples enable to perceive emotions, personal identity and intentions which characterize salespeople. There are several problems about every eployee is obligated to remember, namely:

  • it is hard to control nonverbal channels and in cosequence true informations (intetions and feelings) can be disclosed
  • people who speaks do not have reliable knowledge about their faces appearances or sound of their voice
  • inverbal expressions mostly are quicker than verbal behavior
  • sometimes through nonverbal behaviours salesperson is able to present more exact informations and conclusions[2].

Factors of successful selling

A good seller should be able to[3]:

  • provide information about selling product
  • quote relevant comparisons
  • acknowledge the customer's viewpoint
  • offer evidence to support his or her view
  • ask the right questions
  • support the client
  • releas probable disputes
  • enhanced effort
  • have particular knowledge about customers
  • confidence in his or her own abilit

Desired characteristics of salespeople in buyers minds

Salespeople should be aware of the features desired by cosumers. Below has shown key factors[4]:

  • knowleddge about selling products and the market
  • capability to solve faced problems
  • good communication
  • ability to gratify and understand the customer's needs
  • ability to help in guaranteeing the fast and reliable delivery of products
  • precision
Selling skills — recommended articles
Customer service office — Ability to communicate — Relationship selling — Core values — Product knowledge — Front end process — Service bureau — Sales techniques — Marketing department

References

Footnotes

  1. ↑ Rentz, J. O. 2002, p. 13-21
  2. ↑ Ambady, N. 2006, p.4-13
  3. ↑ Jobber, D. 2009, p. 247-274
  4. ↑ Garver, M.S. 2000, p. 113-132

Author: Justyna Kurnik

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