Marketing Agency

Recruiting and Selecting Salespeople Salespeople who have the best characteristics, and who fit the company ethos, should be chosen during the recruitment process. LEARNING OBJECTIVES Examine the rationale and process of recruiting and selecting salespeople… Recruiting and Selecting Salespeople

Managing the Sales Force Creating Sales Force Structure, Territories, and Goals Creating the proper sales force structure, territoires, and goals leads to customer, sales force and firm satisfaction. LEARNING OBJECTIVES Explain the components of and… Managing the Sales Force : Creating Sales Force Structure, Territories, and Goals

Types of Selling Team Selling Team selling is a group of people representing the sales department and other areas in a firm, all sharing a common goal of increased sales. LEARNING OBJECTIVES Name the advantages… Types of Selling : Team Selling And Relationship Selling

If you’re in business-to-business (B2B) marketing, you know that there’s a difference between selling straight to consumers and selling to other businesses. Source: SFIO CRACHO / shutterstock B2B marketing brings along its own set of… Ways to Remove Friction in Your B2B Sales Process

Selling Roles Proactive Representatives Proactive representatives tend to fall in to one of two main categories: Hunters and Farmers. LEARNING OBJECTIVES Compare and contrast sales personalities categorized as Hunters and Farmers KEY TAKEAWAYS Key Points… Selling Roles

CRM and Personal Selling Customer relationship management is a widely used model for managing a company’s interactions with customers, clients, and sales prospects. Customer relationship management (CRM) is a widely implemented model for managing a… CRM and Personal Selling

Following Up Following-up will build customer satisfaction, maximize long-term sales volume, and if a sale has not been made, it may lead to a sale. LEARNING OBJECTIVES Identify the basis for and the importance of… Following Up

Closing the Sale Closing refers to the achievement of the desired outcome, which may be the exchange of money or the acquiring of a signature. LEARNING OBJECTIVES Outline “closing the sale” importance, characteristics and types… Closing the Sale

Handling Objections The prospect may object to points made in the presentation, so the salesperson should be prepared to listen and address those concerns. LEARNING OBJECTIVES Describe the types of buyer’s objections and how to… Handling Sales Objections

Sales Presentation A well-prepared sales presentation will engage prospects with relevant information and entice them to make a purchase commitment. LEARNING OBJECTIVES Describe the characteristics of a sales presentation within the context of personal selling… Sales Presentation