Part II Annotated References (25 points)Length 2 pages.docx
- 1. Part II: Annotated References (25 points) Length: 2 pages You will need to conduct research using credible sources for this report, based on your career/field. The sources may come from databases, trade journals, or other written publications directly related to your field of study. This is a good opportunity to explore the types of sources that professionals in your field use to stay current with trends and developments. You will need to locate a minimum of 5 sources for your annotated references page, though you may choose to not use all of these sources in your report. You may also need to seek out additional sources as you write your report; you will not need to create additional annotations for those sources. Remember, any sources you cite in your report will need to be listed in your final references page. Each annotated reference should have 3 parts: 1. An APA-style citation for a references page 2. A summary of the source 3. An explanation of how this source will be used in your report Sales and Sales management Chapter 4: The sales force Andrés Coronel
- 2. Before selection process Before searching for candidates, establish the characteristics for the job position Set a list of criteria ex: technical knowledge, experience, etc. Consider the current situation of your team and your sales plan Job description
- 3. Recruiting sources Campus recruiting Contingent staff On-line job sites Company Web site Job fairs Newspaper ads Recruiting firms Trade associations and magazines Referrals by company employees Internal candidates
- 4. Selection process Application form Interview Psychological test Hiring Investigation and reference
- 5. Characteristics of a salesperson Ambitious Caring Dedicated Driven Ethical
- 6. Moral Passionate Patient Results-Oriented Supportive Smart Understanding Able to Help Motivate Collaborative Empathetic Strategic General training General Company information Company operating information Product/service information Marketing information
- 7. Sales training Sales training ►Developing a selling personality. ►Methods for prospecting. ►Analyzing consumers. ►Sales approaches. ►Methods for organizing the sales presentation. ►Communication and persuasion. ►Handling objections. ►Closing.
- 8. Methods of training Lecture Discussion Demonstration Role playing On-the-job training
- 9. Coaching Coaching “I cannot teach anybody anything. I can only make them think” Socrates
- 10. Coaching: Goal setting Method Set your own goals. Set the stage. Get opinions and facts. Relate your opinion and facts. Develop specific goals with specific plans (together). Follow up.
- 11. Sales and Sales management Chapter 3: Negotiation Andrés Coronel Negotiation Negotiating is leading other’s thoughts and actions toward an agreement
- 12. Mutual discussion and arrangement of the terms of a transaction or agreement A process used by parties in an attempt to reach agreement Negotiation strategy Clearly define the purpose of trading; the goal Gather the necessary information Motivate the other to close the deal Choose the method of negotiation
- 13. Good negotiation You can reflect on the following questions: Did I close the deal? Did I get what I expected at the beginning? Did the other get satisfied with the deal? Will he make deals with me again? Negotiation stages
- 14. Prepare Information exchange and validation Bargain Conclude Execute Some advices Always negotiate with ethics Reject the first price Everything is writing Avoid concessions without immediate compensation Create links Take care of image
- 15. Do not make promises that you cannot keep Put yourself in the other shoes During negotiation Do not argue Don’t make the first offer Lead the negotiation Be eloquent Demand respect Do not get angry Extend the negotiation Listen to the other Wait in silence Do not be naïve Read between lines Do not admit cheating
- 16. At the end of negotiation Maintain your limits Concessions after closing Make new contacts Stand firm Be kind Analyze your data Win-win negotiation Make multiple offers simultaneously
- 17. Include a matching right Try a contingent agreement Negotiate damages upfront Search for post-settlement settlements Closing techniques
- 18. Prevention for objection Narrowing choices Emphasizing key features Handling a third party Getting the signature or approval Common causes for objections The buyer lacks trust in the company or the salesperson. The buyer has a natural resistance to change in her purchasing habits. The buyer does not have the required financial capacity to make the purchase. The buyer does not need the product or service. The buyer needs more information or fails to recognize her needs. The buyer assigns a higher priority to the purchase of other products
- 19. Considerations for handling objections Show a positive attitude, is normal for a prospect to have objections Objections can be minimized providing enough information All objections should be carefully analyzed, especially to determine if the buyer is close to buying but is deliberately delaying a decision by presenting superficial objections Proof benefits of the product or service by demonstration, comparison and appealing the prospect’s need. Methods for answering objections
- 20. Agree and qualify Agree that the objection is valid Delay the answer Politely deny that the objection is valid Pass up or ignore the objection Ask questions for further information Make the objection serve as a selling point
- 22. Choose a company that you own or have worked in. Describe the current organizational situation in sales and sales management Work on a sales plan to help this company. Apply as many subjects review in this course Introduction Organization description Initial situation Plan description
- 23. Application Conclusion Project EvaluationEvaluation CriteriaContent25%Written presentation25%Application of the knowledge25%Creativity25%Total100%
- 24. SALES AND SALES MANAGEMENT Project week 1 Choose a company and describe the organization and the sales department and sales process. Give enough information about the products and/or services ir offer Project week 2 Give a diagnostic of the current sales situation of the company. Get all the information as possible.Project week 3 Start developing a plan to help this organization to increase their sales. Start stablishing a sales plan and the sales process. Create a negotiation process to succeed in closing deals. Proyect week 4 Include a selecting process in case you consider you need to increase the sales force, and a training program that help to develop the skills of the sales team. Apply al the methods you will use. Explain the results and give the conclusions.