Question

1. What career limits are imposed on one who chooses sales? Explain.

2. What responsibilities belong to the salesperson after the order is signed? How does the discharge of these responsibilities affect the entire sales process?

3. Salespeople are interdependent with people in their company. Why is this true in respect to the following factors: product changes, pricing, shipping, and competition.

4. Name some qualities that are shared by successful salespeople. How do these traits contribute to success? Can they be developed, or are they innate? Does this mean that a single type of personality style is required for success in sales?

5. What questions must a salesperson answer "yes" to before it is possible to make a recommendation to buy?

6. Name at least three reasons why a prospect may resist making a buying decision. For each reason, tell how the salesperson could have prevented this type of resistance.

7. If sales resistance is encountered, how can the salesperson close the sale in spite of the resistance? Is this always synonymous with what is regarded as "hard shell"?

Answer 1

1. Career limits imposed on the person who choose sales is that their earnings are proportional to the number of hours or time they spend for generating sales. They face lot of competition in sales and result generation in terms of high sales volume is important for their job security and long term future in the organization. Salesperson are expected to be aggressive which can be perceived as negative factor by some sections of consumers and staff as they are focused on achieving their sales target. Their is lot of travelling required for sales and mostly they salesperson have to take decisions independently which restricts their learning and limits their growth.

2. The responsibilities belong to the salesperson after the order is signed is to give it to the order processing team so that stock is ensured for supply, billing is done for the sales order made, any advance payment is collected. The salesperson has the responsibility of ensuring the sales order is dispatched and delivered on time. The salesperson needs to maintain the customer records and update the sales made to the customers. It impacts the entire sales process as the systematic processing of sales order leads to efficient use of time and resources, creates customer satisfaction and value, generates revenue and increases the prospects of future business and sales.

3. Salesperson are interdependent with people in their company and it is true in respect to the following factors : product changes, pricing, shipping and competition as they need to update their sales kit to inform and share with customer about any changes related to product or pricing. They need to check the effect on market sand customers of the changes made and collect their feedback to share with product teams. The shipping and competition is ensures timely delivery and offering better service than competitors which creates customer loyalty and satisfaction.

4. The qualities associated with a sales person are positive and friendly attitude, persuasion and negotiation skills, self confidence and good communication skills, assertiveness and problem resolution attitude. It contributes to their success as they help in communicating the customers about he products clearly and assure them of service and value of the products or service. It can be built over time with experience and knowledge developed over a period of time. A single type of personality is not required for sales but the goals achieving and result oriented attitude is required.