Personnel sales

Author: Ronald B. Marks
Publisher:
Publish Date: 2002-01-01
Features: The successful salesperson of the 21st century will be someone who understands customers, excels at planning, and can find effective solutions tailored to customer needs. Professional salespeople engage in "people's business" because their primary goal is to establish long-term, effective relationships with customers. Ronald B. Marks, Professor, wrote "Salesperson," one of the most popular "Salesperson" courses internationally. Published to date, it has been revised multiple times and is highly praised and recommended by faculty and students of management schools worldwide, as well as sales management personnel and salespeople in enterprises. The successful salesperson of the 21st century will be someone who understands customers, excels at planning, and can find effective solutions tailored to customer needs. Professional salespeople engage in "people's business" because their primary goal is to establish long-term, effective relationships with customers. Ronald B. Marks, Professor, wrote "Salesperson," one of the most popular "Salesperson" courses internationally. Published to date, it has been revised multiple times and is highly praised and recommended by faculty and students of management schools worldwide, as well as sales management personnel and salespeople in enterprises. This book is divided into 18 chapters, with the main content including: The role of personal selling; The sales career; Moving toward professional sales; Legal and ethical constraints for salespeople; Factors determining purchasing behavior; Effective communication; Establishing the relationship selling process; Successfully finding potential customers; The first meeting; Identifying problems; On-site demonstrations; Handling objections; Sales negotiation: Building lifelong customers; Retail and organizational selling: Special selling methods; Self-management; Sales personnel management; Your top sales job: Sell yourself.