Sales Representative Handbook

Author: Li Jia
Publisher:
Publication Date: 2003-08-01
Features: The book is based on the work responsibilities of a sales representative, with the three most important aspects of their daily work (basic sales, customer management, and self-improvement) as the main themes. The book is divided into ten chapters, with chapters 1 to 8 covering basic sales, which is also the focus of this book. This section elaborates on the knowledge and skills that a qualified sales representative must possess, including the responsibilities and requirements of a sales representative, pre-visit planning and preparation, sales warm-up exercises, sales opening, objection handling, persuasive presentation, objection handling, and successful closing. Professional scripts are compiled in relevant chapters to help sales representatives use them more effectively in actual operations. Chapter 9 is about customer management, mainly consisting of three parts: wholesaler management, retailer management, and group customer management. Due to differences in behavior, products, and customers, the content of customer management varies. This chapter only elaborates on the common aspects of customer management. Chapter 10 is about self-management, mainly consisting of two parts: self-improvement and business management forms. Among them, business management forms are part of the work of sales representatives. Proper and effective use of them can double the performance of sales representatives. The greatest feature of this book is its conciseness, practicality, and operability. It is a portable sales tool for sales representatives and also a good sales training material. The book is based on the work responsibilities of a sales representative, with the three most important aspects of their daily work (basic sales, customer management, and self-improvement) as the main themes.