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Business ideas, small business, internet business

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Foundations of art sales. Robert Louis Stevenson once said that "every one lives by selling something." Sellers is in the state of commercial and non-profit organizations in the state. Recruiters, attracting students to the college, are the trading unit of the institution. The church attracts new flock with parish committees. "U.S. agricultural extension service" commanders on the ground experts agricultural extension and implementation of advances, which are agitating farmers to use new farming techniques. Hospitals and museums use the services of collecting donations for maintaining contact with donors and fundraising. People involved in this kind of business is called differently: sales agents, contactors, sales consultants, sales engineers, field representatives, agents, fees and marketing agents. Commerce is one of the oldest occupation in the world. There are many stereotypes of commercial agents. The word "salesman" can cause the image of the association and the unfortunate Willie Loumena of Arthur Miller's play "Death of a Salesman," and with the way always smoking a cigar, slapping his interlocutor on the shoulder and rolling in jokes of the play Harold Hill Meredith Wilson's "The Musician." Salespeople usually depict people only companionable, in fact many of them do not like to back the company. They are criticized for the fact that they force people to goods, although buyers often find themselves looking for a meeting with a salesman. Many salespeople simply do not know how to sell. One of the main objectives of the course - to give them knowledge about the art of selling. Companies spend hundreds of millions of dollars on seminars, training books, tapes and other educational materials. Sold out every year about one million copies of the books on commerce with exciting titles like "How to beat a born salesman," "How to sell anything to anyone," "may spirited commerce", "How I was successful for six hours with an assertive sales", "Where to go further, as the first? "" A thousand ways to increase sales of a salesman. " One of the most enduring works of this type is the Dale Carnegie "How to Win Friends and Influence People." The whole system of education aimed at making a commercial agent from a passive company receiving orders in their active earner. Acceptors orders are based on the following assumptions: 1) the consumer knows their own needs, and 2) he oppose any attempt to exert influence on him, and 3) he prefers to deal with polite, modest, unobtrusive salespeople. As an inspector orders can cause the typical salesman by "Fulesh brush", which is daily knocking on dozens of doors and just wondered if the consumer does not need any brushes or brush. In training to be a Salesman earner orders him teach one of two main approaches - focus on marketing or customer orientation. In the first approach, the traveling salesman teach techniques and methods of marketing under intense pressure, which is used, for example, the sale of encyclopedias and cars. Among the advantages of these techniques exaggeration goods criticism competitors' products, the use of carefully crafted in advance presentation, advertising himself and offer concessions for the immediate issuance of orders. This form of marketing is based on the assumption that 1) the consumer is unlikely to make a purchase, except under pressure, 2) have an impact on consumers and the smooth presentation and charm seller and 3) he would not regret that he had signed the order, and if and will be, it does not matter. 3 The second approach is to teach the salesman to be an assistant in solving the problems of the client. He is taught how to identify customer needs and to propose effective ways to meet them. This campaign is based on the assumptions that: 1) the consumer has the latent needs, are from the point of view of the firm its business opportunities, and 2) the consumer values ​​the effective suggestions, and 3) the consumer will be true salesman, who took to heart its long-term interests. The concept of marketing salesman more consistent image assistant in solving problems, rather than the image of violent, aggressive seller or image of a simple company receiving orders. The search and evaluation of potential buyers to Pretreatment vizituPodhod to klientuPrezentatsiya and trade shows

The completion of the work on the deal and check rezultatovZaklyuchenie sdelkiPreodolenie objections

Fig. 2. The main stages of the process of effective selling. In most training programs selling process is seen as a succession of phases, each of which must be mastered to perfection salesman. These stages are shown in the diagram in Fig. 2. and described below. Finding and assessing potential BUYERS. The first stage of the sales process is to identify potential customers. Although the firm and allows for targeting potential customers, a salesman should be able to find their own potential customers. To do this, he can use the following methods: 1) requesting the names of potential customers for existing customers, and 2) the development of other sources of information, such as suppliers, dealers, salespeople are not competitors, bankers, officials of trade associations, and 3) the entry into the organization whose members are potential customers, and 4) personal contacts and correspondence to keep drawing attention to itself, and 5) the study of the data sources (newspapers, magazines) for names of potential customers, and 6) access to potential customers by telephone and mail, and 7 ) visit various institutions without prior arrangement. Salesman should be able to weed out unpromising potential buyers. Potential customers can be assessed in terms of their financial capacity, the volume of business, their specific needs, location, and the probability of establishing long-term cooperation. Preliminary preparation for the visit. Salesman has to know more about the company - potential client (its needs and requirements, the circle of people involved in making procurement decisions), and the customers themselves (on the terms of their character and style of customer behavior). To learn more about the company - a potential customer, a salesman can use the official sources of information ("Register of Companies"), the information obtained from friends and other people. Before each visit, a salesman must set yourself certain tasks, either qualify (ie rate) of a potential client, or receive information, or to make an immediate agreement to sell. The next task is to decide on the 4 way best approach to client: personal visit, phone call or writing a letter. Should think about the most suitable contact time, for certain periods of time, many potential customers are busy. Finally salesman should consider the overall strategic approach to trade relations with the client. Approach to clients. Salesman must know how to meet and greet the customer to lay a good start subsequent relationships. In this case play a role and appearance of a Salesman, and his opening words, and his subsequent comments. Salesman should be dressed the same as wearing a buyer should be with him polite and attentive, should avoid distracting attention manernichane, say vyshagivaniya back and forth around the room or close scrutiny of the client. The opening words of a Salesman should always be positive, such as "Dear Ivan, I - Vladimir Vladimirovich Petrov, of the NGO" Lake Forest. "My company and I personally appreciate your willingness to accept me. I will do my best to bring you this visit and your organization's benefit and advantage. " Then you can set the number of the most important issues or show flyer to attract the buyer's attention and arouse his curiosity. PRESENTATION AND DEMONSTRATION SERVICES. After that, a salesman presents the buyer with "story" about the product, showing how the product will make or save money. He tells about the properties of the goods, making, however, the main emphasis on the benefits that product is the buyer. When talking salesman follows the provisions of AGOA formula, ie attracts, retains an interest, stimulates desire and provides the action. Forms use three types of presentations. The oldest method of waste is an approach that learns the salesman on the memory key polozhebniya its commercial story. Salesman, selling encyclopedia can present it as "the only chance in life to buy" and focus on the beautiful full color sports photos in hopes to awaken the desire to buy the publication. Pre-exhaust presentations are primarily for peddling or by phone. In the approach from the point of formulating the client's needs first salesman identifies its needs and style of customer behavior and only then formulates them for him. To start salesman pulls buyer in conversation so that he himself told about their needs and attitudes, and then formulating them for it, shows how the product will be able to meet those needs. In the approach from the standpoint of meeting the needs and demands of the client salesman starts with the identification of the real needs of the customer, encouraging him to talk. This approach requires good listening skills and quickly find solutions to problems. Its very well described by one of the sales agents of corporation "IBM": "I just get into my core business customers, he reveals the key to the problem, he would recommend to solve these problems by using a system of my company, and sometimes by bringing certain goods other suppliers. advance I am convinced that my company's system will really help customers to save or make money. then I work with the client during the installation of the system and verify its effectiveness. " Quality sales presentations can be enhanced through the use of visual aids such as brochures, folding schemes, slides, films and field samples of the goods. The more buyers the opportunity to see and try out the product, the better it will remember its features and benefits. Overcoming Objections. Both during the presentation and at the offer to conclude a contract with the client almost always arise objections. His opposition to 5 can be explained by either the psychological peculiarities, or logical considerations. Faced with objections, salesman continues the positive approach, the buyer asks for clarification of his objections with questions so that the client himself had to answer their objections. Salesman denies the validity of the objection or the objection turns into an additional argument in favor of the purchase. The transaction. After that, a salesman trying to close the deal. Some salespeople fail to reach this stage, others do not know how it should be. They either do not have enough confidence, or they feel guilty for having insisted on receipt of an order, or do not feel the onset of an appropriate psychological moment to complete the transaction. Salesman should be able to understand the signs of readiness to the buyer, such as certain physical actions, statements, comments, questions. To complete the transaction salesman can use one of several methods. It can directly offer to conclude a contract to repeat the main points of the agreement, to offer assistance office staff in ordering, ask what kind of service - "A" or "B" - the buyer wants to force the buyer to make a fine choice or make it clear that the buyer has paid off, if not to place an order immediately. Salesman can offer certain benefits to the buyer and, say, the best price, free delivery of a certain amount of goods or gift. Driven to complete the task of the transaction and verify the results. This last step is necessary and dealer shall ensure customer satisfaction and rely on repeat business. Immediately upon conclusion of the transaction salesman must finalize all the necessary details regarding the time and conditions of supply and other things in connection with the transaction. He should plan to visit their subsequent validation conversation with the customer to determine whether proper service provided and whether the customer satisfied. This visit will identify any problems and to convince the buyer's interest in him by the salesman.

• 2017 Август