Wednesday, May 06, 2015

Sales Presentation and Qualities of a Successful Sales Person


Sales Presentation
A Sales presentation is that presentation whose main objectives it to sell some goods and services. A sale presentation is a type of conversation. The sales representative uses questions to determine the buyer’s needs, probes objections and gains temporarily and then final commitment to the purchase. Sales presentations are persuasive in nature and therefore, presentation must be unique and audience focused. Although a strong sales presentation cannot ensures sales success, but it will build credibility and support to help the presenter reach sales objectives.

Qualities should a successful sales person or Essentials for effective salesmanship.
Following are the essentials or important requisites for effective salesmanship:
(i) Sales personality: Personality of salesman determines effectiveness of selling to a great extent. To become a successful salesman, he should possess certain qualities such as:
(a) Physical traits such as appearance including facial expression, height, dress, posture, health, voice and conversation etc.
(b) Mental traits such as accuracy, alertness, imagination and resourcefulness, initiative, self-confidence, cheerfulness, good memory, etc.

(c) Social qualities such as his ability to meet people, dominance, submission, tact, courtesy, appreciation, tolerance, patience, cooperation etc.
(d) Character which includes honesty, reliability, loyalty, gratitude, industry and persistence.
(ii) Knowledge of goods: For effective selling, salesman should know all useful facts about qualities of his goods or the terms of sale or the reputation of his company.
(iii) Knowing the customers and their buying motives: For successful salesmanship, there should be proper sizing up and the effective handling of customers. For this, salesman should properly understand customer and their buying motives. There are different types of customers, each requires separate treatment. A salesman should be able to categories customer and trace out their peculiarities.
(iv) Knowing the company: Salesman should know everything about the company. He must know:
(a) The history of the company, its organisation and its physical set-up.
(b) The executives to whom he is accountable.
(c) The raw materials used for production of company products.
(d) About the unit of product, size and other information regarding plants, number of workers, etc.

Labels

Absorption Costing (1) Accountancy (4) accounting for partnership firms (3) Accounting for Share Capital (3) accounts of non trading concern (3) advanced financial accounting (14) AHSEC (108) ahsec 11 (47) ahsec 12 (60) ahsec notes (104) AHSEC Question Papers (33) Assam Slet (10) bcfm (11) bills of exchange (6) branch accounting (3) Budgetary Control (3) Budgetary Control Notes (2) business communication (28) Business Environment Notes (7) business regulatory framewrok (47) Business Statistics Notes (23) cash flow statement (5) cbse 12 (19) cbse notes (27) commerce (13) company law (23) corporate accounting (33) corporate laws (14) cost accounting (63) cost and management accounting (34) cpt (36) cpt 200 (7) cpt notes (30) dibrugarh university (1086) dibrugarh university notes (571) dibrugarh university question paper (419) dibrugarh university solved papers (233) dibrugarh university syllabus (47) direct tax law (49) eco - 01 (4) ECO - 02 (2) ECO - 03 (2) ECO - 05 (6) ECO - 06 (1) ECO - 07 (1) eco - 08 (4) eco - 09 (1) ECO - 10 (2) ECO - 11 (3) ECO - 12 (7) ECO - 13 (2) ECO - 14 (4) entrepreneurship (14) fianancial accounting (3) financial accounting (48) Financial Accounting Notes (11) financial management (18) Financial statements analysis (14) funds flow statement (3) guwahati university (303) guwahati university syllabus (54) Hire Purchase (5) Human Resource Management (14) icwai (38) icwai notes (39) ignou solved assignments (83) ignou solved question papers (121) income from house property (5) income from salary (4) Income Under the head Salaries (11) information technology (10) Installment Purchase (4) issue of shares (4) kkhsou (13) M.com (63) Management Accounting Notes (25) MCQ (11) paper I (1) paper II (9) paper III (1) principle of business mangement (16) Principles of Marketing Notes (16) royalty accounts (3) sale of goods act (8) semester I (157) Semester II (155) semester III (66) semester IV (148) semester V (101) semester VI (91) slet (13) Slet Ne (10) Small Business Management (8) solved assignments (22) UGC - NET: Commerce (08) (14) UGC - NET: Commerce (08) Paper II (3) UGC - NET: Commerce (08) Paper III (14) ugcnet solved question papers (23) Variance Analysis Notes (1)