Sales Management

Module MK0902A

Module Title : Sales Management

Tutor : Iain Fraser

Critically discuss what is involved in preparing for sales visits with regard to both the salesperson and the sales manager.

Many professions carry the adage “If you fail to prepare, then you should prepare to fail” ; the adage is particularly true in sales, since the seller needs to be prepared to sell the best way possible. A good sell is a good deal, it implies the fact that both sides are satisfied, sellers and especially customers. A good preparation avoids an undergone selling, and when the interview is not controlled by the seller, it rapidly turns into a deadlock. Preparation might be a lack of time and drudgery to the seller, but it is definitely a way of successful selling, especially when the seller is self-motivated. A self-motivated seller generally creates a self-motivated buyer. A big lack of preparation is easily noticed by a customer, even a “novice” one. Concerning the sales visits, it involves several stages before and during the sales process, and different types of sales. These stages will be explained in detail in our discussion. The role of the sales manager is to make sure that the sales force prepare correctly their sales visit, because there is nothing more damaging for the brand image of a company than unprepared salespeople. It is his role to make the salespeople work efficiently, both for the salespeople good and the company’s one. Indeed, both of them have financial incentives, and unprepared sale might lead to discouragement and frustration, which means a lack of efficiency. Since I was a trainee for the past two years, it will be given examples of my previous experience to argue the commentaries, and details about the buying behaviour will be provided as well. Source : http://ezinearticles.com/?Preparation-in-Sales&id=518409.

Firstly, we are going to discuss the preparation process. The preparation process is useful