The Life of an Aging Salesperson - Literature review Example

Before letting the buyer to raise the issue during the sales presentation the salesperson should forestall the objection in the following way: " Though you might feel that the price of this product is higher than the competitors' product you would have to appreciate the fact that no competitor gives the after sales service as good as we do.... l " By using the boomerang method of responding to objections, the salesperson turns the objection into a reason for acting now....

The author also defines and provides further explanation of the five variables that affect a salesperson's ability to be viewed as trustworthy by buyers.... nbsp;… As a salesperson, I feel that I would be powerless in handling this situation as it was a decision made on the executive level and out of my control.... If a salesperson is charged with the responsibility of selling a full array of products, how can he/she is good conscious sell products to a client who may be inferior or may not necessarily meet the requirements requested by the customer Additionally, how are we to justify the bias that the presence of PSIs introduces into the selling process....

In the paper “Product Positioning in the Duncan Industries,” the author analyzes Duncan Industries, which should conduct an aggressive marketing campaign for brand awareness.... This will help to boost sales.... The channel to be used by the industry for its communication should be personal....

Bandhu (2004) states that “Key accounts, by definition, are high value/volume accounts, and therefore require special attention.... ?? The heart of a business is to… A strategy must be developed and followed as dealing with key accounts requires a sales team and its manager(s) to have the knowledge to make the sale and then be able to handle an extension of the sale via In other words, these accounts must be identified, acquired, and followed up, or managed....

Hiring at entry level and promotion from within mainly enhance salesperson's trust in the company, besides minimizing salesperson turnover and opportunistic turnover.... Hiring at entry level and promotion from within mainly enhance salesperson's trust in the company, besides minimizing salesperson turnover and opportunistic turnover.... romotion from Sales to ManagementExecutives within a company may be lured into believing that promoting the top salesperson and putting five people under them will translate into five times the sales....

One of the strengths of the current compensation plan at Olympia Machine Company is that the volume of sales and gross margin earned by each salesperson is taken into consideration.... There is also equal… Like employees, their salaries are considered as well as the salesperson's value.... Adding on to the salary and expenses plan, a review of the salesperson's Marketing 6 November Olympia Machine Company A: What are the strengths and weaknesses of the current compensation plan atOlympia Machine Company?...

From the Importance of salesperson in the Society affiliation How do salespeople contribute to our society?... From the society point of view, the salesperson is important when acting on behalf of buyers and sellers.... For instance, a salesperson promises to deliver goods to a customer in two days.... -Why is it important for a salesperson to establish objectives for each sales call?... o achieve success in sales, the salesperson must first set goals and objectives and focus on achieving the goals after every sales call....

The paper "Personal Marketing" deals with the importance of personal marketing for a salesperson to effectively market the products, his employer wants him to.... hellip; This is because, unless the customer develops a belief towards the salesperson and considers him responsible enough to perform his duty, the former will not be able to convince the latter to buy his product.... Some features that are associated with formulating a personal marketing plan are –Before I initialize my job of marketing myself, it is necessary for me to recognise my target market, since this feature helps a salesperson to figure out exactly what the potential consumers want from the producer or the supplier....