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Sales Reps are History
The days of being a Sales Representative, Sales Engineer, Sales Executive, or any other name you wish to apply to the position are gone. However, at the same time, the task of being in the market place with customers is gaining increasing importance. The issue is the changing role of the position. While many companies are spending large amounts of money on Internet sales & telemarketing, recent research by de Mamiel & Associates show these companies admit they still do business with people that make personal sales calls on them.Today we are seeing an evolution of personal selling from an era of "Sales Representative, Sales Engineer or Sales Executive: to an era of Account Managers that emphasize partnering. Salespeople are encountering better educated & more demanding customers who ask harder questions & seek more precise solutions to their buying problems. Time is a precious commodity for these business people. They want partnerships with a sales person who is well organized, well informed, & able to offer products/services that will asssist to reduce costs & increase profits. Sales reps that make "courtsey calls" will no longer be welcomed. Customers want help in making the best decisions possible for their business. Helping the customer to make informed buying decisions strengthens the relationship between the sales person & the customer. It also locks out the competitors. Organisations are also realizing that the sales function is only one part of the company's overall marketing function. Smooth talking Sales Reps cannot overcome bad product design, late deliveries, incorrect pricing, and incorrect product specifications or poor customer service. Customers want to do business with people they can build a long term trusting relationship. People who understand their business & offer products/services to improve productivity & reduce costs. Customers are prepared to pay extra if the sales person is adding value to the sales process. To be successful in today's competitive market, sales people must adopt a consultative selling style. Negotiation & advice replaces "have we got a deal for your" or "coutesy calls." Sales people must be better trained in interpersonal skills, product knowledge & application. The company must support them as a part of the marketing function.
"Survival Hints in Marketing" is produced monthly as a free newsletter to assist organisations increase sales profits & market share. For regular copies, contact:
de Mamiel & Associates
Marketing & Management Consultants
20 Rosemary Court Huntingdale WA 6110
Telephone: (08) 9398 6775 Fax: (08) 9398 6774
Email: kedm@optusnet.com.au