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Essay / Research Paper Abstract
This 5 page report discusses sales from the perspective of a salesman. Mike Justice has been one of the most dreaded of all types of salesmen -- an insurance salesman -- for nearly 12 years. He says he is not so much in the profession of selling as he is the profession of problem-solving. This report addresses sales challenges and the ways in which sales will change in the next few years. Bibliography lists 4 sources.
Page Count:
5 pages (~225 words per page)
File: D0_BWsales5.rtf
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Unformatted sample text from the term paper:
and in terms of personal satisfaction. He also says he is not so much in the profession of selling as he is the profession of problem-solving. Admittedly, he is not
the dreaded life insurance salesman and specializes in setting up affordable health insurance programs for small businesses. His philosophy is that all of life is about sales and that if
a person is not "into" sales, he or she is not really into life. He comments: "Youre selling yourself and what you can offer . . . not just some
product. Thats true about every aspect of life from employment to getting married." Top Challenges When asked what are the top challenges in his work, Mike Justice does not hesitate
-- convincing people that they can afford what he has to offer, finding the right fit between product and customer, and "cold calls." He also adds that he regularly finds
potential customers who have always assumed that they cannot possibly afford to provide an insurance program for their employees and then when Mike shows them how they can . .
. they decide they need to shop around. "That really pisses me off," he says candidly. "I know they want to find the best deal and Im frustrated by not
getting them to understand that is what I want to find for them, too. Ultimately it wastes both of our time since they will come back saying wow, you were
right -- this is the best I can do." Most people assume that it must be awful to a salesperson, especially in the current economic conditions of uncertainty. Such
is the case for many salespeaople as sales managers pressure their sales representatives to meet quotas -- at virtually any price. Mike says that isnt the case in his area
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