Sales - Research Paper Example

Comments (0) Cite this document
The goods and services are sold to people who may have some need for them. The people who sell them must ensure that the goods meet the needs and requirements of the people so that it can be sold to…
Download full paperFile format: .doc, available for editing
GRAB THE BEST PAPER97% of users find it useful
Read TextPreview

Extract of sample "Sales"

Sales primarily involve trading of goods and services for monetary benefits. The goods and services are sold to people who may have some need for them. The people who sell them must ensure that the goods meet the needs and requirements of the people so that it can be sold to those people. Indeed, sales and purchase of items are part and parcel of daily life and efficient processing of the same is vital for good customer relationship and business growth. ‘Sales order captures demands for the firms’ product and services’ (Scott, 2004). The personal selling principle should incorporate three basic prescriptions: good communication; understanding of consumer preference; and ability to perceive emotional response of the customer.
These philosophies are highly relevant for desired sales result. Effective communication is at the heart of all types of interaction. It facilitates better understanding of cross cultural values and promotes mutual respect. Good salesmen are able to ‘engage in behaviors that increase long-term customer satisfaction and avoid behaviors leading to customer dissatisfaction’ (Dunlap, Dotson, and Chambers 1988, p. 178). Indeed, effective communication and understanding of consumer behavior helps to customize the products to suit their needs.
‘Fundamental selling behaviors provide a mechanism through which salespeople can influence customers by satisfying customer needs (e.g., Spiro and Perreault 1979). A clever salesman is also flexible in his approach and changes his script according to the perceived responses of the prospects. The better he is, in understanding the delicate nuances of his prospects, better are his chances of clinching the sales deal.
Dunlap, B.J., Michael J. Dotson, and Terry M. Chambers. (1988). Perceptions of Real-Estate Brokers and Buyers: A Sales-Orientation, Customer-Orientation Approach. Journal of Business Research, 17 (September), 175–188.
Scott, Hamilton. (2004). Maximize Your Supply Chain using Microsoft Navision. Mc-Graw Hill Professional.
Spiro, Rosann L., and William D. Perreault, Jr. (1979). Influence Used by Industrial Salesmen: Influence–Strategy Mixes and Situational Determinants. Journal of Business, 52 (3), 435–455. Read More
Cite this document
  • APA
  • MLA
(“Sales Research Paper Example | Topics and Well Written Essays - 250 words”, n.d.)
Sales Research Paper Example | Topics and Well Written Essays - 250 words. Retrieved from
(Sales Research Paper Example | Topics and Well Written Essays - 250 Words)
Sales Research Paper Example | Topics and Well Written Essays - 250 Words.
“Sales Research Paper Example | Topics and Well Written Essays - 250 Words”, n.d.
  • Cited: 0 times
Comments (0)
Click to create a comment or rate a document



...? Sales Ethics of the of the Sales Ethics Introduction In addition, they had a considerably enhanced status in the middle of business directors as well as defense examiners depended upon findings of the survey of most well-liked organizations. It has been supposed that "Sales Ethics is an Oxymoron", along with that's how many individual perceive it. It's not an Oxymoron, other than organizations that expand an Ethics agenda for the incorrect motives could, in actual fact, generate a status that is precisely conflicting to their intention. Ethics is education what is correct and what is incorrect and after that doing the "true thing." Public relations engage offering advice on the "true...
6 Pages(1500 words)Essay

Sales Management

...? Is Sales Ethics an Oxymoron? 27 March Sales or marketing is one of the core segments of every organization which determines the success or failures of a business. Many people are of the view that selling and ethics are mutually exclusive. Sales persons often go up to any extent to sell their product or services to the customers. In order to convince the customers, they often tell lies, fabricate stories and exaggerate things. Customers will often enquire more things about the quality and features of the product or services they are going to purchase. It is difficult for the sales persons to agree that their product is inferior to another competing product. Under such...
6 Pages(1500 words)Essay

Sales Exam

...CASE III: United Cosmetics Inc: Creating a Staffing Program United Cosmetics Inc. is a national manufacturer and marketer of consumer goods sold to retail grocery stores. The current issue of the organization is that a sale is suffering due to constant hiring, training, and retaining of sales force. The Sales Managers are soending most of their time in these employment functions rather than concentrating on sales planning and goal achievement. Many territories sit idle for most part of the year, representing a huge loss of potential sales. Al, hired as Field Sales Employment Manager, is the management’s solution to these problems and has...
5 Pages(1250 words)Essay

Sales 1

...Running Head: essay The Personal Selling Process of the of the of the Introduction Sales management constitutes an integral component of marketing exercise. It is a broader domain including personal selling where tactics and strategies to create demand and market the product are developed and implemented. Personal selling had been forgotten for many years but competition has again made it a preferred mode of product launch and influence the purchase decision of the buyer. Personal selling involves a two-way communication and sharing of information and ideas whereby the seller aims to reinforce the sales through a face-to-face encounter with the buyer. This process is accompanied and facilitated by clear...
8 Pages(2000 words)Essay


...Sales Canadian Equipment Corporation I would use alternative A. I would give a quick explanation of my equipment, ask whether the secretary has heard of our company or used our equipment and then again ask to see the purchasing agent. I believe this is the best alternative to use since it will enable me to introduce not only my company but also my products to the secretary. Engaging her in a conversation that involves what I am doing will create a rapport between us (Schultz, Petrison and Robinson, 57). Since she is the main person I have to deal with before I get to see the purchasing agent, being friendly with her might enable me see the purchasing agent soon enough. McBath Women’s Apparel Q1. Lynn should center her...
1 Pages(250 words)Coursework

Sales Journals

...Sales Journals In my interview assignment, I interacted with John, a sales man for one of the best computer makers in the world, Compaq. He is the regional sales representative for Bradford County of Florida, United States of America. Based on my inquiry about how he goes about his daily sales activities in the vast county in terms of appointments, John was categorical that as a marketer he can’t only wait to visit probable clients based on appointments, but averagely he makes ten impromptu visits to different clients on a daily basis. In relation to what Amjed, Rizwan (176) explained, the candidate detailed that his job is specifically to look for new orders in state...
1 Pages(250 words)Essay

Sales promotions

...Sales Promotion Sales promotion can be defined as “the set of marketing activities undertaken to boost sales of the product or service” (The Economic Times, 2014). Sales promotion is the term used to refer to the different activities of communication that tend to provide the consumers, retailers, and wholesalers with added incentives and value so that immediate sales can be stimulated (, 2013). Such efforts might stimulate product interest and sale. Devices employed in the promotion of sales include but are not limited to coupons, contests, premiums, rebates, sweepstakes, and...
1 Pages(250 words)Essay

Sales management

...Comprehensive Report for Sales Action Software of Proposal for a New Motivation Program This is expected to increase the service and delivery of Sales Action Software and will be covered by the returns that will accrue from the sale of our services. This motivation program is expected to cut across the four groups of people that is people in the preparation/exploration stage, development/establishment stage, maturity/maintenance career stage and the decline/disengagement stage. This program will boost each and every personnel in the four stages which will as a result boost our cumulative profits and earnings. This is our prosperity dream as Sales Action Software. Increase...
1 Pages(250 words)Case Study

Sales planning

...Sales Planning by Federal Express Service In recent years air cargo industry has experienced constant developments accentuated by door to door services handled by cargo express carriers. Today the focus is more on making passenger aircrafts large enough to carry cargo so as to provide increased and improved services to air cargo customers. In the era of increasing globalization, there will be more and more need of air cargo service with enhanced speed, timely service, low costs, and specialized customer services. This paper will focus on marketing strategies of Federal Express Service to deal with all obstacles so that it can tap the growing opportunities of the global consumer market. The product that has been considered...
10 Pages(2500 words)Assignment


...Slick Sales Introduction If one takes a close look at the society, one can not help noticing that it should be regarded as an irreplaceable prerequisite for the development of the inner potential of a human being. In addition to that, the idea of prosperous living in the society is closely connected to having a job which ensured a steady source of income. Nevertheless, the income disparity in every society becomes evidence which leads to the emergence of several theories of justice, each of which puts emphasis on a different aspect of this notion and ultimately leads to a completely different outcome. This paper will provide a theoretical analysis of three different centers that designed according to three different...
4 Pages(1000 words)Essay
sponsored ads
We use cookies to create the best experience for you. Keep on browsing if you are OK with that, or find out how to manage cookies.

Let us find you another Research Paper on topic Sales for FREE!

Contact Us