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Sales Training Means
Business
By: Sherry
Harris
You can be a master in
producing world-class products and may be among the best in
the business, but that is not enough. You have to sell the
product and anytime and anywhere in the world convincing a
consumer is not an easy task. It is a well-accepted
perception that to sell a product in numbers, product
quality is not always the top priority. It has been observed
that a reasonable product can outnumber a superior product
by selling more units. It may sound harsh but it is a fact
and the corporate world agrees with it. So we can conclude
that selling a product is a craft and sales pundits nurture
that and try to refine it everyday. To attain this craft we
have to get sales training under the supervision of these
pundits and professionals.
In sales training a set of steps are taught that need to be
adhered to sell products. These are:
1. Planning and/or preparation
2. Introduction or opening
3. Questioning
4. Presentation
5. Overcoming objections/negotiating
6. Close or closing
7. After-sales follow-up
These are the golden rules of sales and followed by all
sales training programs everywhere in the world. After
completing sales training a person can apply these set of
rules in his/her own way. Sales training teaches these rules
but how you implement this rule is up to you.
What else is included in this type of training? In short,
the course should be designed in such a way that any one
from any background can understand and learn the subject.
You are taught the basics of demonstrating a product. The
course puts stress on the psychological aspects too. You may
be giving your full when selling a product but that is not
enough. It has to be on the buyer’s mind. The buyer decides
to purchase the product, not you. Thus in the course you
learn how to influence your buyer. If you can do this, then
the rest of the transaction is just a formality.
Salesmen in the entire world more or less follow a similar
set of rules. The idea is learn the rules, then closely
follow the rules and then work on your plan. This is the
safest way to sell your product.
‘Sales’ is the buzzword in any business. Any businessman in
the world is always fascinated about the sales of his
products. If you are a businessman, then you must be
dreaming of increasing the sales of your product.
As a businessperson, either you are a producer and selling
your products through dealers or simply a seller of the
various products. In any case you are selling products. So
we can conclude that, a sale is an inseparable activity of
business.
In the world everything follows a cycle. The cycle is a
series of events linked together in a systematic manner. In
business a cycle also exists. In the business cycle there
are different stages and in a stage there are certain
activities. In any business cycle multiple types of sales
happen.
Demand for a product is the first stage of a business cycle.
Demand creates the need for production. The product is
produced and then it goes to market for sale.
A product can be sold in three ways.
1. Sales through various outlets to the consumer directly.
2. Sales through dealers, retailers and then a secondary
sales to consumer
3. Producer sells the product in the wholesale market. Many
wholesalers purchase the product. A wholesaler sells the
product to a retailer and then the retailer sells the
product to a consumer.
The bottom line is every industry in the world to survive
requires sales. You survey the market; find a product to
produce or sell. You may be a marketing person or from a
production house, in any case the basic criteria for
selecting a product are the selling probability of the
product. To sell a product you have to be a good salesman.
Otherwise despite the good quality of the product you can
fall short of the target sales. Another reason, a sales
training course is essential.
Copyright 2006 Sherry Harris
About The Author
Sherry Harris is the President and CEO of online career
training school, Malibu Institute. For more information on
master certificate courses and programs offered, go to:
http://www.MalibuInstitute.com
