Tricks sales: Memo fighter

An increasing number of applicants in the selection of work draws attention to the work in the field of sales. And now enjoy the greatest demand so-called "direct agents". Companies interested in obtaining profits in the practice of their niche in the market and maintaining a stable position. And all this just depends on the success of the sales manager. Avant-garde Capitalism

Vendors (or as they call themselves, "prodazhniki" or "salesman, puts" - from the English. Sales) - are the soldiers advanced market front. Every day, every hour of their time they spend in constant "battle". "Prodazhnik" - a soldier of wide profile. He is both a spy (he has to seek his goal - customers), and an infantryman (his work is often associated with constant travel), he and negotiator. |

In his "battles" he must use all their skills: the ability to work hard on finding customers, the ability to negotiate with them and the ability to control them after the sale. No wonder the Americans say: "It is difficult to become a doctor of science, but even harder to become a good seller.

If you examine the scope of sales a bit deeper, then it can be globally divided into two components. Active sales and sales of passive. At an intuitive level, one can understand that active sales - is an independent search of clients. Typical examples of professionals working in the field of active sales, this insurance agents, real estate agents, sellers of bank products - that is, people who sell primarily services.

Passive same sale, a sale of "ready" customers. So-called "incoming streams", ie people or entities who deliberately turn a company to buy its products or use services.

At this point in the labor market demand is specialists in the field of active sales, then there are those that expand the customer base the company, bring it to profit from new customers.

Do not stamped - not cracked

So you've decided to go to work in sales. As in the first place you need to know in order to become an effective worker, develop in this area and grow in it? Perhaps most importantly, remember that the sale - this is the area where making money.

You bring the money to the employer and the employer, in turn, will use all the tools in order to encourage you to bringing even greater profits. Almost every company pays your dealer a commission from the transaction. The higher the amount of the deal - the more money will eventually sell. This is promising.

But there are difficulties. Perhaps the most significant of them - the need to constantly maintain contact with different people at different levels: from formal business communication and finishing quite friendly terms.

The seller becomes a kind of "family doctor" for his client, advisor and assistant in matters directly related to the product. This is especially true for insurance agents - who else would the client, when the insured event, nor the man who revealed the details before him the advantage he has bought the product?

When a job applicant is first necessary to clarify the issue of payment for his labor. Most companies use the following scheme: salary + commission. As mentioned above, the main advantage of this scheme is that in theory has no earnings ceiling. Nothing prevents you to conclude the deal on an impressive amount and receive from this great commission.

But such a result is expected only after a certain period of work for the seller's position: as a rule, "prodazhniki" rarely come to the company, with its own customer base. It has to generate in the process. And this is the second item that you want to draw attention. At this stage, staff members faced with the question "Where is the search for customers?".

One who seeks shall find so

In the vast majority of companies practice finding customers through business directories, such as, for example, "yellow pages", using the so-called "cold calls". Cold call - this is the first call to the company to establish contact. Also, sellers are not only not forbidden, but also encouraged to use their own connection: look for customers among acquaintances, friends, relatives, friends, friends, and so on.

The main instrument sales manager for today are the so-called CRM-system (from English Customer relationship management). That is a computer program to track communication with the customer at every stage of sale. Global CRM is a large database, which stores information about each client. When you send a client base from one employee to another, it lets you save the time needed to record information.

Among the many vendors there is a perception that the management of the database takes a lot of time that CRM is literally attracts employees to a place, obliging him to engage in "paperwork". However - with proper approach - maintaining the CRM database is only 20% of working time, increasing the efficiency of the manager at 80%.

The main thing - to sell profitable

In addition to the standard scheme for payment of "salary + commission" Some companies pay only a commission. Typically, such a scheme, the commission constitute a significant percentage of the amount of the transaction, which allows employees to have a relatively good profit from one transaction.

However, this is a risk that if the month turned out to "lean", the employee risks remain with nothing. For the employer, such a scheme of payment beneficial primarily because it is a great motivational tool for employees: it is as if personifies the old rule of "who does not work, does not eat."

Applicant must know that globally there are two large sales channel: B2B (business to business) and B2C (business to customer). First sales channel consists of working with legal entities, corporate clients. Channel B2C - this is work with individuals.

The main difference is in the end-user - either a professional audience, either directly to the user. At the moment there is no clear distinction of companies on the use of schemes. Typically, they are combined - in fact the more will the company end-users, the better, eventually, will profit.

And finally, I would like to advise the applicant. It must be remembered that the search for work - it is already selling. You are selling yourself, your abilities, your work. Interview - the same negotiations. And if you were able to sell yourself, then sell the product for you will not be so difficult. The main thing is to understand its specificity and to know what the customer needs it can satisfy.