Sales specialist

Course Content
 Introduction To Professional Selling
 Criteria and tasks of personal seller
 Communication process : use of voice – Body language
 Selling To different types of customers
 Selling Process
 Different Ways For Searching For new Customer
 How To Use The Visual Materials with the customer
 Handling customer objections to close the call effectively
 How to make an effective close to get the order
 Introduction
Business objectives

1- Creating strong , deep and positive brand

2- Building , keeping and growing profitable long term

relationships .

3- Financial return and profit maximization

 Personal selling (sales specialist )

 it’s one of the communication tools in which there is a face to face

contact between organization representative and a customers.
 Approaches to personal selling

1- Transactional selling:
focus on immediate sale with little or no attempt to develop a relationship with the customers.

2- Relationship Selling:
sales person seek to develop a mutually satisfying relationship with the
customers.
 Tasks of personal selling

1- Prospecting:
searching for prospects.

2-Targeting:
deciding how to allocate time among prospects

3- Communicating:

communicating information about the company’s product or

services.
4- Selling:
Approaching, presenting. Handling, objections, and closing.
5- Servicing:
providing various services to the customer

6-Information gathering:
conducting market research

7- Allocating:
deciding which customer will get scarce product during product shortages(follow up ).
 Advantages of a sales job

 Compensation potential (Salaries).

 Challenge (Changing customer Mind).
 Responsibility(Target).
 Flexibility in work activities (No Restricts)
 Rewards from making a tough sale (Satisfaction).
 Learning the business from the bottom up.
 Opportunity for senior management positions.
 Disadvantages of a sale job
 Limited supervision

 Potential conflict between customer and company demands(Medical Rep.

is responsible for dissolving those conflicts).

 Depression from lost sales

 Discomfort from asking customer to buy (Asking for sales order).

 Switching Jobs

The ethical approach to leave a job includes :

1- give a notice one month before leaving.

2- offer assistance during the transaction phase.

3- don’t say things in anger that may annoy other.

4- If you are going to competitor you shouldn’t say negative things about your previous
company. Also you mustn’t disclose information about them.
Thank you