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Wednesday, July 08, 2009

PROFESSIONAL SALESPERSON- Part 1(a)







Salesmanship is one of the finest profession on earth. it can be range from door to door, pots and pans salesperson to the highly
astute businessman, who sells multi million dollar deals. But this doesn't mean that you will automatically prosper- that you can simply sit back and wait for the rewards. in sales , as in anything else that pays high dividends, you have to invest something first.
this old lesson of course, has been preached to us over and over again. when we are students, we were told this about our school work. our coaches also drilled this message into us in their pep talks. it applies to all walks of life. if you want something of value, you must reach for it.

ROLE OF SALESMAN





selling is a key part- an indispensable part- of a free enterprise system. you as a salesperson, occupy a special niche in this system. without you and your fellow salespeople, our standard of living would be far different, and our system would probably collapse.
to a very great extent we owe our affluent way of life in the eastern world to the salesperson, past and present, who moves the goods and services from producers to users.
Because of the salesman, the wheels of industry are kept turning; income is created; and our standard of living flourishes. So- you see- the salesperson can have a very important role in our society and as a salesperson, you should fell tremendous pride in your work.

Basically, of course, almost all of us are salespeople in one sense of the word or another. Everybody is selling something- either themselves or their talents, a product, a service, an idea or a way of life.
The fact is that , no matter whether you live in a capitalist society, a communist society, or on some remote island in the south seas, you are selling something every time you smile or open your mouth. this is of course not a professional selling.

Professional selling is the real subject of my blogs. a society has to have a large numbers of professional salespeople. our economy is so finely tuned that the role of salesperson has become progressively more important and more complex. in this era of mass production and scientific marketing, goods and services must be moved or we will have overproduction.
our entire economy, thus is highly dependent upon good salesmanship.


SELECTION OF RIGHT PRODUCT TO SELL






I have two suggestion for anyone who considering a sales career.

First, be sure to sell something that you believe in. to do this, it should be a product that you would personally use. something you believe provides an outstanding value to the customer. Because, if you lack the conviction is what you sell, your customer will sense it, and this is bound to have a negative effect on your sales productivity.
Don't sell anything that deep down inside you know that is not good for your customer. For instance, i don't see how anyone can sell tobacco products today. knowing that smoking kills more people every year then the combined total of people who dies from automobiles accidents, aids, suicides, fire and murder.. . i think this would make tobacco products an extremely difficult thing for anyone with a conscience to be able to sell. the same thing would apply to anyone selling handguns! i don't know about you, but there is not enough money in this world for me to sell products that i know are harmful to so many people. And frankly, i don't understand how a salesperson could rationalize that such products offer any benefit to society.

Second, choose a product to sell which has a decent sized price tag. the only difference between a small deal and a big deal is an extra zero or two at the end of price tag. of course, the nice thing about selling to the affluent is that the one common objection you dont have to overcome is ' I CAN'T AFFORD IT'. so thing big, and sell something big!







FUTURE SELLING





The future for the salesperson- which means your future- is filled with challenges and excitement and opportunity.. there are new horizons in many industries and new sales needs opening up in many new and specialized fields.
Consider just a few for example:-
electronics, aerospace, computers, medicines..etc.. All of these fields need energetic and imaginative salespeople. it will take more know how, improved skills, and extra effort to be successful in these fields- but at the same time the stakes will be much greater, and earnings will be higher then ever more before.

In our supersonic computerized world- with planes breaking the sound barriers, and speed and mobility ever on increase- the world is constantly' shrinking' in size. A new breed of salesperson has to be groomed for this kind of environment. he will have to be more sophisticated then his older brother. He will have to be scientifically trained. He will have to know how to do business on a much broader scope- an international scope. He will not only sell goods and services, but he will also sell goodwill- and he will play an important role in politics. The salesperson is about to enter a new era; he is about to see doors opened that were close to him in the past.


THE CUSTOMER.






As a professional salesperson, you must always remember that without the customer there would be no need for your product, your company or your job. Satisfying the customer's needs is what your company is in business for, and your foremost thought every moment of your working day should be:- What can i do for my customer!
It almost goes without saying that you should always treat him with courtesy, respect and goodwill. But above at all, you must be completely honest with him. If you believe that your product is not best suited to his interests or would not render him the service that he expects, then don't hesitate to tell him so. You are going to be in business for long time -not just for a few one shot sales. Don't burn your bridges behind you. When you think of your future, think also for your customer- Because future depends on him.




























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