Integrated Essay "Sales Principles"

The three basic principles of sale can be comprehended even if one takes a introductory course. There are exactly three principle techniques used commonly. But, Neil Rickmann along with the fortune 500 companies cast a doubt on all three of them. The first technique we can read about in the paragraph suggests that the more number of phone calls the sales team makes, the more the number in potential customers we can see. It is not only attracts the existing customers to try products but also encourages novice customers. In addition to the increased rate of customer, the sales team who make the phone call improve in communication skills and also get better at marketing and selling strategies. Although, the sale percentage varies hugely with regard to every product, the overall result can be concluded as satisfactory. On the other hand, the professor in the audio points out that if the sales executive is not well informed or well coerced about the product/company they may sound uninformed to the buyer. Which will in fact result in reduced sales percentage. The marketing of products which have lower rates tend to get sold faster than items which are expensive. Thus stating, the selling of an item does not entirely depend on “making phone calls”. Also, making huge number of phone is a huge expense that the company has to bear. The second sales principle of sale is contacting higher authorities in a company rather than lower grade authorities. The reason being, higher seated personnale can sanction a purchase easily and without confirming it with anyone. On the other hand, employees at sub levels tend to hold lower control and power over purchasing. Even if the sales team pitches the product perfectly, the subordinates might lose out on some crucial information and thus fail in making a powerful speech to their seniors for their approval which might lead to cancellation in purchase. On the contrary, the professor states a research which points out that it is totally irrelevant to whom one makes the calls to. Rather it is beneficial if the call is made to an employee because with the high ranking authorities the seller must be thorough with all the policies and details of the product. They tend to ask a lot of questions, which if the sales person fails to answer, it might look off-putting. Lastly, the third technique tells us about the importance of: closing. Proper points about the item should be made but with no delay. To make sure the customer does not lose interest closing arguments should be done early but there should not be any sense of hurry. Purchasers should be reminded of the added incentive and deadlines to urge them into buying. The professor in the audio refuses this. He says the conversation with the customer should be equally paced and they should not be rushed into any decision. The salesperson should summarise the product in view along with addressing any questions they might have. The customers should also be proposed with the next step to encourage them in finalising the product.