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Essay / Research Paper Abstract
A 4 page paper on selling and sales techniques. Creativity is the fun of sales; customer service provides the satisfaction. But the one outstanding feature of a successful salesman of integrity is his absolute honesty about his product. Bibliography lists 4 sources.
Page Count:
4 pages (~225 words per page)
File: D0_Bestsale.rtf
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Unformatted sample text from the term paper:
there is a direct and positive correlation between focusing on the customer rather than the commission and ultimate success. Another Mary Kay "ism" is that nothing happens until somebody
sells something. Sales is one of the few vocations where the worker can make as much as hes smart enough to earn, and it is also one of the few
that rewards personal effort. Of course there are tools to every trade that make the work more efficient and more productive and sales is no exception, but the salesperson
with a good product and a true desire to serve the needs of his customers can be invaluable to those customers and generates loyalty-and repeat business-among them (Geller, 1998). Far
from the image of the car salesman languishing in a dealership showroom waiting for someone to come through the door who might be interested in buying his product, the successful
salesman is one who actively recruits prospective clients. He meets the people who know his clients and maintains relationships with them as he actively prospects on his own.
Roger Abramson sells office furniture. "He doesnt have a unique product to sell, he didnt invent anything, and he hasnt unearthed a new market niche. Hes an office-furniture distributor,
which means that his company, the Atlantic Group Furniture Procurement and Project Management Inc., is in a commodity business in which margins are traditionally whittled away by both customers and
manufacturers" (Fenn, 1998; p. 60). Rather than pursue the big sales possible in his location of New York City, Roger instead chose to work in the middle market.
Large companies wont be doubling in size every couple of years and expanding their offices; smaller ones might. In order to find those smaller companies, Roger maintains contact with
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