The Value of Field Selling
It can be argued that today brand, social media and marketing sell products and services. This can be the case, but only where the market is educated and prospects know how best to satisfy their needs..
Sales are the lifeblood of organisations. The route to market is either direct through employed sales people or via channels.
In either case, sales people are brand ambassadors who educate and build the need for products and services.
There are two fundamental types of need – recognised and unrecognised. Responding to recognised needs is relatively straightforward and driven by specified criteria such as performance and price. With unrecognised needs, you are dealing with an issue – problem or opportunity – and the selling skills required are very different. It is more of a consultative sale, still best handled face to face, either in the flesh, via one of the online conferencing services or a combination of both.
The Opportunity
There are over 750,000 people involved in sales in the UK alone. Worldwide, millions are being trained by thousands of sales trainers, consultants and sales methodology companies.
Professional and academic development is important to many sales people. This presents universities with a great opportunity.
The 70:20:10 Model
To Read More... Please Visit Original Source at: http://advancecareerpath.com/index.php/blog/item/26-sales-training-in-a-mobile-world-art-or-science
It can be argued that today brand, social media and marketing sell products and services. This can be the case, but only where the market is educated and prospects know how best to satisfy their needs..
Sales are the lifeblood of organisations. The route to market is either direct through employed sales people or via channels.
In either case, sales people are brand ambassadors who educate and build the need for products and services.
There are two fundamental types of need – recognised and unrecognised. Responding to recognised needs is relatively straightforward and driven by specified criteria such as performance and price. With unrecognised needs, you are dealing with an issue – problem or opportunity – and the selling skills required are very different. It is more of a consultative sale, still best handled face to face, either in the flesh, via one of the online conferencing services or a combination of both.
The Opportunity
There are over 750,000 people involved in sales in the UK alone. Worldwide, millions are being trained by thousands of sales trainers, consultants and sales methodology companies.
Professional and academic development is important to many sales people. This presents universities with a great opportunity.
The 70:20:10 Model
To Read More... Please Visit Original Source at: http://advancecareerpath.com/index.php/blog/item/26-sales-training-in-a-mobile-world-art-or-science
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