Research demonstrates three critical steps to increase sales and productivity:
- Recruiting and selecting the best candidate
- Training and developing specific skills on a continuing basis
- Organizing, motivating and compensating those carefully selected and trained salespeople to utilize their best abilities
Sales Management: Research demonstrates that there are four different types of salespeople with different skills and motivations. There are also four different kinds of customers. Sales managers must develop and implement the best strategy by matching each salesperson's skills, focus, and motivation to best serve these needs.
Salespeople: Provide salespeople the confidence and competence needed to build the business and close more sales.
- Customer service
- Teleselling
- Effective selling
- Business phone etiquette
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