Interview of a salesperson

Docs en anglais | 9 pages | 27-02-2008 | Format : | Note : Non noté

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Résumé

Interview of a salesperson: motivation, educational background, ethics...

Extract:

First of all, the salespeople must select the right audience. Prospecting is the most difficult and stressful task. They must block-off specific time on the calendar for prospecting activities such as phone calling and emailing. They should schedule a minimum of two hours a day in the morning while they and their referrals are both fresh and alert (...)

Table of contents:

I) Prospecting
II) Establishing rapport/contact
III) Identify problem
IV) Sales pitch/presentation
V) Handling objections
VI) Closing the sale
VII) Follow up
VIII) Skills and attitude
IX) Ethics and corporate responsibility
X) Training
XI) Technology
XII) Remuneration: commission plan
XIII) Motivation and Leadership

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