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How hard can it be to work
as a sales manager? You just make sure your sales team keeps setting
appointments and give them plenty of order pads, right? Of course,
it could be as easy as that, if you weren’t concerned about
selling products or retaining staff. These days, there is a lot
more to successful selling, and that means there is a lot more to
being a sales manager. Our Sales
Management Training classes will provide you with insights on
things like communication skills, motivating for success, understanding
the psychology of sales (and sales people) and a whole lot more.
If you want to be an effective sales manager, one who can lead his
sales team to meet or exceed every goal, the sales management skills
included in these classes will take you right to the top.
I've done a
fair amount of experimenting with buying various goods on the Web,
yet I find myself unable to make the full transition to virtual
shopper. This is the pattern that's emerged: I search out on-line
stores or dealers' Web sites, read through the features and other
information, track down the best prices--and then go to a real-world
store to actually buy the thing. I, for one, still seem to require
the encouragement and assurances of a live person to take me over
the line from shopping to buying.
It may be that
I'm just resisting change, and that with time I'll give up the need
to look someone in the eye (or at least hear a voice) before I fork
over my credit card. Or maybe the Web will be able to provide more
human interaction through technologies like videoconferencing. Then
again, there may be another, best-of-both-worlds solution: instead
of waiting for the Web to provide more human interaction, maybe
salespeople should
bring some of the advantages of cyberspace to their face-to-face
meetings now. In fact, the tools for doing so are available, and
some hard-selling companies are already taking advantage of them.
Staff writer Sarah Schafer describes some of the new approaches
to computer-boosted sales in her cover story, " Supercharged
Sell ."
Companies that
would prefer to cover all their bases,
by selling hard both on-line and in 3-D, might do well to consider
the example of Powell's City of Books. Powell's wanted to bring
its successful retail formula to the Web but was determined to do
it in a way that allowed the virtual store to complement the real-world
one. That called for an approach to Web-site design that defied
conventional wisdom. The result is a site that's worlds apart from
that of the leading
on-line bookstore, Amazon.com. Check out Charles Mann's account
of the odyssey Powell's took, in " Volume Business ."
Whether it's
building a Web site or enhancing conventional operations, there
are many ways a company can be inspired to take the plunge into
sophisticated automation.
A savvy CEO, an ambitious competitor, a sudden market demand--any
of these can trigger an information-technology orgy. But did it
ever occur to you that your bank might force you to go high-tech?
As associate editor Joshua Macht explains in " The Accidental
Automator ," it hadn't occurred to Wayne Reece, CEO of Clarklift,
either--until the moment his bank lowered the boom. In the end,
the forklift dealership was grateful
for the push.
Now, if only
I could link up to that bank on my next virtual shopping trip .
. .
David H. Freedman
Denver
Sales Training
- Selling Virtual Style
Sales
Management Training Quote
"Big egos have little ears."
Robert Schuller
Suggested
Reading:
A
study of sales
training within the general aviation industry
by Clyde Eli Harris
Sales
training manual for distributor salesmen
by Leonard Eugene Malherbe
Sales
training manual for smaller stores, (National Retail Dry Goods Association.
Smaller Stores Division. Manual)
by Leonard Mongeon
Sales
Training Activities: 2 Volume Set
by Roberts-Phelps
Sales
training;: A guide for the sales manager,
by Robert A Gopel
Crystal,
china, and giftware: A distributive education manual for jewelry
sales training
by Janie Sullivan
Successful
sales training,
by Eugene Dynner
Paint
power: How to start a sales training course
by Lonore Kent
Arnie
DeLuca's Advertising sales training program
by Arnold A DeLuca
Getting
the sales from sales training
by Edward F Ruder
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