Salesperson Training and Management

Author: Qi Hao
Publisher:
Publish Date: 2004-09-01
Features: This is a professional textbook introducing salesperson training and management knowledge. Since its publication in 2001, it has received widespread attention from society, been reprinted multiple times, and now, in response to strong demands from readers, we present the newly revised essential edition. From the image design and etiquette cultivation of sales staff to sales techniques and operational standards, from basic details to detailed service, this book comprehensively elaborates on every aspect and element required to become an outstanding salesperson. It covers all the professional knowledge of salespeople, involves standardized operations for various types of salespeople, and integrates professional training skills throughout the entire training process—authoritative, accessible, practical. This book is written by experts based on their long-term experience in sales and service, combining modern commercial sales and service knowledge. It follows the journey of a novice becoming an excellent salesperson, progressing from simple to complex in a gradual and systematic manner.
Chapter 1 introduces the operational procedures of training. Good training for sales staff not only gives them an edge in fierce competition but, more importantly, helps build a core competitive advantage for the company, ensuring its sustainable growth.
Chapter 2 teaches you how to become an excellent salesperson with strong organizational skills, allowing you to fully embody a sense of ownership in your workplace.
Chapters 3 and 4 guide you on how to present a perfect image and employ charming verbal skills when facing customers. Good etiquette and eloquence are prerequisites for excellent service.
Chapters 5 to 8 scientifically, systematically, and comprehensively explore basic service skills, operational skills, and sales techniques. After gaining rich commercial knowledge and skills, you enter the practical field of sales. Through analyzing different types of customers and their purchasing psychology, combined with vivid examples, you will grasp the essence of sales.
Chapter 9 provides highly operational ideas, methods, and techniques for in-store layout and window design.
Chapter 10 elaborates on the importance of after-sales service, telling you how to achieve perfect after-sales service and build your own customer base.
It should be noted that comprehensively improving the professional quality of sales staff, conducting scientific, systematic, and standardized training for this team is not only a requirement of enterprises but also a pressing call from sales staff. To meet this urgent need, this book was born. It is a revision of the second edition, with more comprehensive and practical content, as well as more accessible language. This book is suitable as a textbook for major shopping malls, stores, banks, marketing departments, and other service industries. More importantly, it can serve as a reference book for sales personnel in service industries to improve their skills—it is their trusted guide and companion.
If you want to have a team of excellent salespeople, or if you want to become an outstanding salesperson, pick up this book and don’t let it slip by. I believe it will help you achieve your goal!