Behaviour of becoming Good Sales Professional

SALES - What do you mean by this term?

Is this the Job or Profession? There is difference between Job and Profession. Job- Just what you work /do for money. Profession -it is something more than a Job. It is a career for the one who is in the specified field/industry through training, maintains the skill through uncompromised development process and the heart & Soul commitment.

Getting a well qualified sales Professional is a Boon to the recruiting company.  Original Sales Professional will be very ethical in approach. he always build confidence  about him in others mind, Very soft and Gentle, No hasty decision, Gives Win-Win situation for the both sides,  Shows perfection , Does the timely needs, Stands for the Integrity , Speaks truth , Respects the people, Loves to do transaction and engage the traders. Those people are Asset-wherever they are.

All the Upcoming Sales Person who tries to become Professional-Just love what you do. Don't try too hard/smart to fool anybody or company. It never works for long time. Soon your Originality comes to light, and then you will be looking very ugly in front of Industry (mind it). Some might escapes for some years-they does anything to farthings, cheat themselves and to their beloved ones. No Use in having them.

It is the same for those who start Business also. Follow the ethics, be honest, Supply Quality product/Service, Fix Fair pricing, Good Collection Strategy, After Sales Service, Good Man Power, Listening to the Feedbacks, Always in  Reachable Mode..

A Good Sales Professional will not be in the Place where there is Falsehood, Eyewash, Dramatic Approach, Lack of Sincerity, and Cheating Behaviour.

Frame the following steps and practise it:

1.Join the Place or start a business -which gives honour, privilege and glory.

Select the company where you want to work or the product which you want to deal with. Person with Short-mind, choose whatever comes first and try to make money, soon he fed up and looks for another company, tries to stick with current company until he gets new one. They leave the hired company always in alarming condition. Some exception we can have-for the sake of gaining some experience, some may join the companies, nothing wrong init.

2.Knowing the Company Culture and Expectations:

Understand the company behaviour and its culture. Know your co-workers. Deal with the authorities and know the company expectation on you.

3.Gain Complete Knowledge about the Product:

Before meeting the traders, you should equip yourself thoroughly about the product. You should be able to answer the questions from market.

4.Approach the Customers:

After everything set, start visiting the market. Meet many of your targeted customers only. Importantly try to win the minds of the customers-don’t eye on his money always- It irritates. Until he shows the spontaneous interest on you and the product – be patient and accomplish the task. Try to meet more number of your customers.

5.Magic will happen:

Do your work. People will sit and forecast but exactly no one can say how much the sales will happen.  And at the same time, no one will stop the volume, if sales figure increase more than the forecast.  Your job is to meet the customers and sowing the product in their minds.

6.Listening  the market:

Finger tips knowledge about the competition will help you more to clinch the sales.  Listen to the feedbacks from your dealers. Convey the same to the specific authority. Because, nowadays meeting/reviews are becoming absurd.  Those who are stupid simply play a blaming gaming or beat around the bush in front of somebody to save themselves for the month salary at least. Don’t waste your time too much, look for constructive decisions with the respective peoples and get the things done.

7.Extended  Timely Support:

Always be with market side, extend your full support to traders and dealers, Good Company will definitely engage you in those matters for sure. Only then you can cultivate the things what you are aiming. 

8.Terms:

Stick to Terms strictly. No compromise on it, because it's a Business.whatever it is Viz., cash & carry, Credit, after sales service, Delivery, and Stock Maintenance etc., follow it with tidy and order. its shows the dignity of yourself- which gives you the self-respect. Be committed for what you say. More importantly, Show that you expects the same thing from the other side also.

9.Brand Building:

All the above build the brand image and No one else, yourself becomes the brand ambassador. Being real, Truth and Ease makes the things happen. No other damn tricks required in the name of marketing. 

10.Stay Tuned:

Beware of the fraudulent persons, lazy subordinates, Short minded seniors, Unwanted Conversations.  Stay away from all those disturbances. You are the performer, wherever you go – you get red carpet reception. 

Now you all set with basic, then how to reap the quantity/Volume/sales/Collection month on month, here usually the companies will be fixing monthly targets. Always be analytical- break your target weekly and daily. Map your customer-who is big players and average players. Give the preference accordingly.

The Term Addressability, Extraction, Penetration and Market Share are important in Professional life. 

Addressability:

Which are all the counters/ Dealers you are present? For example, the Brand Name of yours is  " TV X "and in one particular area there are 10 counters, out of which 6 counters alone will make 85 percent of the general sales. Make sure that you are present in those counters. 

                                      Brand "TV X" Counters Sales (Size)

       Addressability =  -------------------------------------------------%

                                      Total Sales of the Area (Market Size)

Assume the total Market Size is 100 units per month from those 10 counters. The 6 counters in which you are present make 85 units per month. Then the addressability of yours is 85%. 

Penetration:

How many of the dealers you have in that particular area is called the Penetration Level.  Assume the same example. If you are placed in those 6 counters alone, then your penetration level is 60 percent

                                          No. Of Brand "TV X" Counters

       Penetration Level= -------------------------------------------------%                                 

                                          Total No. Of Counters

Extraction:

How much sales you get from each counter is called the extraction level. For example , Counter A sells 10 units in month , out which your brand sales is 2 units , then the Extraction level is 2 percent from that particular counter. You have to derive for all counters .Keep eagle sight on the counters performance. 

                                                Brand "TV X" Sales

          Extraction Level = -------------------------------------------------%        

                                              Counter Size

Market Share:

The Name Itself explains you what it is? 

                                       Brand "TV X"   Size

         Market Share =  -------------------------------------------------%                                      

                                       Total Market Size

Understand the Requirements of the market needs on time and responding to same is appreciable. Habitual action of meeting the customer brings all the expected success in Business.