Careers in Selling - Class 10

Careers in Selling - Challenges

  1. Competition with low-priced competitors:

The salesperson faces a difficult situation to achieve his sales targets as there are cheap substitutes available in the market with competitors.

The salesman has to create awareness and liking for his firm's product, educate customers on quality differences compared to competitors, Enhance the advertising message to convey more value, convince buyers to prioritize quality over price and Ensure customers feel they are getting value for money.

  1. To find out more qualified leads:

The salesperson has to identify qualified leads and new lead sources. He must: Use sales records, customer referrals, ad responses, cold calling, and online leads, Gather detailed information on prospects, including their business, product needs, current brands, and financial status, Learn the prospect's location and creditworthiness. and choose the most effective method of contacting and convincing the prospect.

  1. Need to win more business proposals:

These days salespersons have to meet their periodical targets to retain their jobs, and to advance in their career path. They need to get more and more buyers and sales orders. They have to understand customers’ buying behavior and psychology; technology to shorten the selling process; and the practice to improve customer ‘win rate’.

  1. Handling longer decision taking time:

Sometimes prospects take longer time to make a ‘buying decision’, which is called the ‘lead pipeline’. A salesman has to explore the causes for such situations and has to find out creative solutions to accelerate the lead pipeline flow.

  1. Planning budget cuts:

The salesperson explores customers’ buying behavior and their purchasing power; products and pricing strategies of rival firms etc., He has to work upon convenient payment offers and introduce fresh ideas to encourage customers.

  1. To win Customer loyalty:

The salesperson has to build long term relationship with the customers. He has to follow up and ensure that everything goes well, products delivered on time and without any damage during transit, the installation is fine and the customer is satisfied with warranty and after sale services.

  1. Internet Revolution:

The digital revolution requires salespeople to develop skills in website design, social media, and online content promotion. They must also use technology for two-way communication with customers and deepen their market expertise. Tech knowledge is now essential for modern sales success.

  1. To bring the customer’s voice back into the company:

The salespeople have to provide customer’s feedback to the company. Marketers can customize their products and services according to the needs of individual customers and markets as well.

  1. Training for sales force:

The sales manager must develop efficient systems and processes, supported by proper planning and a strong sales team. If staff is lacking, more time and investment in training and coaching are essential to achieve sales goals.

  1. Ethical issues:

Ethics are the set of rules and standards that govern the conduct of a member of a profession. It is a belief system guiding what is right and what is not. In sales it is essential to maintain company's reputation.

 

Careers in Selling - Class 10

Skills in Selling required for Careers in Selling

A salesman has to approach and convince potential customers, so he needs necessary skills for his job. If he doesn’t have these skills, training should be given before the actual work.

A salesman requires following skills:

  1. People skills:

Personal grooming and etiquette are the prerequisite for good salesmanship. He should have a pleasing personality. He should be good at hard skills, i.e. talking and presentation, as well as soft skills of listening with concern.

  1. Communication skills:

To cultivate positive relationship with the customers, the salesperson needs to be a good communicator i.e. abilities to communicate and convince the prospects, asking questions and understanding reactions and feedback.

  1. Company information:

The salesman should have the knowledge of the following bout the company and its products for the  present and prospective buyers:

(a) Various product assortments, the number of variants in each product line, their sizes, particular features and benefits.

(b) The operations and applications of the products along with the level of quality.

(c) The pricing policy, cash discounts and credit policies, to negotiate and close the transaction.

(d) Exchange policy, transportation charges or free shipping facility.

(e) Provisions for customer service- pre-sales service, during-sales or post-sales service, depending on the type of product or service offered.

  1. Market information:

The salesman should have knowledge about both urban and rural markets, different market segments, existing and prospective buyers, their needs and preferences, their purchasing power and their buying behavior.

  1. Information and technology skills:

The salesmen must have the knowledge of web marketing. He should know how to identify and connect with prospects from the Internet leads, to beat the competitor.

  1. Self-management skills:

A salesman has to perform various tasks like gathering market information and customer information, preparing reports, attending team meetings, representing company at trade exhibitions, events and demonstrations etc. So, he must have self-management skills to perform his tasks efficiently.

Careers in Selling - Class 10

 

Sales Process – Class 10