The Seller

WHETHER YOU ARE CALLED A VENDOR, A SALESPERSON, A REPRESENTATIVE, AN ACCOUNT EXECUTIVE, A SALES MANAGER, A DIRECTOR OF SALES, A SALES COORDINATOR OR A VICE PRESIDENT OF SALES YOUR JOB IS TO SELL, SELL, SELL, SELL.

GONE ARE THE DAYS OF WILLIE LOMAN AND BACK SLAPPING ROAD SALESMEN. TODAYS SALES EXECUTIVES ARE PROFESSIONALS WHO DEAL PROFESSIONALLY WITH BUYERS WHO ARE EXREMELY KNOWLEDGEABLE AND PROFESSIONAL.

WHAT IS NECESSARY TO BE A SUCCESSFUL SELLER:

- OVERLAPPING OF OBJECTIVES -

     KNOWLEDGE OF BUYERS MOTIVATION AND OBJECTIVES.

     TURNOVER, PROFIT, ROI, CUSTOMER SERVICE.

     UNDERSTANDING MANUFACTURING PROBLEMS.

     CREATING A MARRIAGE OF COMPANIES.

- STUDYING THE MARKET AND THE MARKETPLACE -

     COMPETITION - STORE AND PRODUCT.

     STORES BUSINESS AND BRANDS.

     OTHER PRODUCTS, PRICES, QUALITY AND SERVICE.

- MARKETING OF PRODUCT -

     FITTING INTO THE MARKET.

     GETTING INTO THE STORE.

     PROMOTIONS AND GUARANTEE.

     HELPING THE BUYER DO HIS OR HER JOB.

- INTEGRITY, BELIEVEABILITY, HONESTY, PARTNERSHIP -

     THE COMPANIES SHOULD BLEND AND BE COMPATIBLE.

     SALESPEOPLE SERVE THE NEEDS OF THE CUSTOMER.

- PROPER PLACEMENT OF  ORDERS -

     HONEST ASSORTMENT OF MERCHANDISE.

     CORRECT BREADTH AND DEPTH.

     TEST FOR QUALITY, FASHION AND PRICE.

SELLERS SHOULD PLAY FOR THE LONG RUN PARTNERSHIP.

 

Herb Douglas, SCORE Counselor

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