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Essay / Research Paper Abstract
This 5-page paper answers what factors determine success in sales. The paper focuses on customer service and self-management as two factors. The other issue the essay discusses is performance measurement in sales. Bibliography lists 8 sources.
Page Count:
5 pages (~225 words per page)
File: D0_MTsalfac.rtf
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Unformatted sample text from the term paper:
is to push unwanted products down peoples throats. The phrase "he could sell an icebox to an Eskimo" or "she could sell a barbecue grill to a desert dweller" are
typical comments attributed to salespeople who are successful. But the whole gist of sales isnt necessarily to sell an icebox to an Eskimo or a grill to someone living in
the desert. The whole gist of sales is selling a product that fits in with a customers needs, not trying to force unwanted products on customers. It is the salespersons
ability to relate to the customer that will likely generate the greatest sales and the most frequent repeat business. In its purest
sense, sales performance hinges on the salespersons ability to sell a product or service to the customer. Although the statement sounds simplistic, it isnt. The ability to sell a product
also involves the ability to get to know the customer, to take that knowledge and then present the product or service in such a way that the customer will take
an interest in it and will hopefully purchase it. One such way in which salespeople can get to know their customers
is by carefully planning primary and secondary sales calls, developing a careful questioning strategy and preparing responses (Maynard, 1997). For one thing, the "cold caller" tends not to close as
many sales, and it doesnt take a genius to figure out why. Weve all been bothered at dinner, for example, by telemarketers - and for the most part, we dont
buy anything from these people because of it. Cold callers are the same way - most people dont look favorably upon them. Primary calls come from generated leads, while secondary
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