The sales representatives or salespeople make up an organization’s sales force. They act as the face of the company and interact directly with customers or prospects – potential customers – to make sales and build long-term relationships.
Sales forces are often organized with each salesperson having an exclusive territory – a geographical zone due to cultural and linguistic differences.
The sales process helps the sales force convert leads into signed deals (change prospective customers to actual customers).
Salespeople prospect (or look for) new clients. New leads are generated by making cold calls, calling potential customers from a list, or by asking current customers for referrals.
The sales presentation can focus on the product’s USP (unique selling products), or be customer-oriented – showing how the product will meet the customer’s needs.
When the buyers show interest, the salespeople should focus on closing the deal by asking the customers to make an order.
Follow-up calls are part of the after-sales service which enables salespeople to check customer satisfaction with the service or product – how happy they are with it. Satisfied customers will become repeat customers spreading positive word of mouth.
1. product samples (so customers get a better idea of what the product is) 2. price lists (cost sometimes with competitor’s cost)