Sales Management

MRKG 332: SALES MANAGEMENT ASSIGNMENT

1. IDENTIFY AND DISCUSS THE SKILLS REQUIRED AND ROLES OF A MODERN DAY SALES MANAGER

  Effective Communicator

Communication covers a lot of territory. I am not talking about superb orator skills here, but the ability to speak clearly and in a manner that is easy to understand. Sales people must have the ability to communicate effectively with all types of people. They also have to be able to read body language. You can tell by someone's body language if they are listening to your sales pitch or if they are interested in the product or service. You have to be able to make adjustments along the way. Sales is all about talking to people and getting them to understand what you are trying to communicate.

      Confident

Sales people should have high confidence levels. They achieve this by believing in themselves, in their products, employers and their abilities.

  Ability to Listen

Along with speaking, a great salesperson knows when to stop talking and listen. They never cut someone off while they are talking, because in doing so they would fail to hear a key element in identifying what that person's needs might be.

  Asks Great Questions

Salespeople are naturally inquisitive and know that in order to isolate what the real need or desire is in the buyer, they need to ask questions that will lead them to the answer. They naturally ask questions because they have a desire to help solve their problem.

  Problem Solver

Another natural skill is the desire and ability to solve problems. Great salespeople are always solving problems. The ability to hone in on what the buyer's problem is and offering suggestions that will effectively solve the problem with respect to what products or services you sell, generally results with a sale.

      Intelligent

A successful sales person moves forward on their own. They never need anyone to tell them when it is time to go to work because they know that if... [continues]

Read full essay