BASICS OF SALES

A salesperson has to wear many hats. One of them being a marketing analyst and also a promotion expert when you are handling a dealer network. You have to make those dealer reps that sell your products strive to better their figures. Not only do you have to sell, but you have to know how to grade your customers, how to interpret the data connected with them and in some instances how to prepare incentives for them to buy.

I ran a territory that I built up from $ 2,000.000 to $ 15,000,000 twice. In order to survive I had to “keep ahead of the curve”, “color outside the lines”, and do whatever it took to make and beat the previous year's figures. I had to do it in an honest and professional manner so that it did not come back to bite me or My company the next year. Doing anything that was illegal, dishonest, or underhanded was not an option.

Sometime your company may ask you to prepare a promotion that will furnish you and your area with needed business. National promotions that are aimed at the entire company may not be needed or wanted at certain times, so it will fall to you to design your own promotion. There are instances in business when certain areas are asked to step up and add to the entire bottom line. When this happens you better be ready. You should know what products you can put together with which customers to yield you the best results.

Incentives are always a good option. Let the sales force or company that handles your product strive to beat their previous figures for a given period of time. You can offer them free goods to give to their customers when their customers' buy a certain quantity or some other variation that suits both yours' and the customers needs. You need to set up parameters to accomplish what needs to be done. You do this by knowing what you need and how you can help the customer achieve it to help you and them get results.

Promotions start with figures from a previous period of time and then by you creating something that will help your dealer or a chosen company to perform in such a manner as to help you get what you need. Sometimes it is up to you to help yourself. When your company offers you a deal to help increase your business you better make the most of it. It is a big part of selling.

Thank you
Joe D'Ambra
www.basicsofsales.com
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