Description of the skills sales assistant needs for personal selling
The skills that sales personnel needs are:
Good selling techniques such as:
- Moving through sales process effectively
- Meet customers’ needs
- Able to overcome objections
- Able to close sales
Good sales habits:
- Deal with customer promptly
- Be polite
- Ask questions to find out their needs
- Use good body language
- Be professional
- Listen to what they are saying
Be motivated to sell:
- Be self-motivated
- Br passionate about their work
- Be keen to achieve
- Quick thinker
These skills are very important because it helps customer to feel more confident. Therefore, customers will buy the products or use service that business provides to their customers.
Description of the knowledge sales assistant needs for personal selling
The knowledge that sales personnel needs are:
Keeps up to date:
- Know about the product that is on sell
- Know what their competitors are offering
- Know what the latest trends are
Good product knowledge:
- Interest in what you are selling
- Know about the features and benefits of the product
- Have some experience e.g. harder to sell a computer if you do not know how to use it.
P7
Description of the reasons for following up sales
Following up sales and offering an after sales service shows good customer care. Also, it gains customer feedback, which is very important. It helps a company to find out what customers want. Therefore, it will be easier to give customers what they want.
Reasons for following up sales:
- Check that customers are satisfied and get feedback from them
- Offer extra help or information by giving helpline number to answer customers questions
- To maintain contact
- Up to date customers about new products or services
- To up-sell
Description of the reasons for recording customer information
Customer information has to be recorded in order to follow up sales. If customer is satisfied with customer care is more likely in repeating the sales.
Reasons for recording customer information:
- Keep customers profiles in database
- Can send mail shots (post or email)
- Can send new offers or discount vouchers
Essential information that is recorded on private customers:
- Name
- Title
- Address
- Telephone/mobile number
- Email address
However, for firm organisations they use different detail recording:
- Te name of the buyer/decision maker in the company
- Title of the person
- Size and type of the company
