TITLE

The Use of an "Expert" to Train Salespeople

AUTHOR(S)
Rubash, Arlyn R.; Sullivan, Rawlie R.; Herzog, Paul H.
PUB. DATE
August 1987
SOURCE
Journal of Personal Selling & Sales Management;Aug87, Vol. 7 Issue 2, p49
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article discusses ways in which expert systems will train salespeople to provide improved customer services. Computer technology enhancements over the next decade are likely in capacity, speed and sophistication. While each of these enhancements is important and likely to produce superior applications, this paper argues that the major benefit will be realized in growing sophistication in computer use by salespeople in the field. In any sales-driven organization, early acclimation to the selling process is a key for new and intermediate sales people. The sooner a person achieves or increases a level of selling competence, the more likely he or she will become successful and continue in a selling career. Success expands the performance of the sales-driven individual and company alike. An expert system, sometimes called a knowledge system, is simply a computer system that behaves as a human expert. Thus, questions and problems posed to expert systems should elicit the same responses you would receive from human experts. The expert system's heart is a powerful corpus of knowledge accumulated during and after system building.
ACCESSION #
6652284

 

Related Articles

  • The Importance of Last Impressions. Martin, Dave // American Banker;7/1/2010, Vol. 175 Issue 101, p8 

    The author discusses the benefits of a lasting impression as well as a first impression in customer service. He mentions the importance of not becoming lazy with existing customer relationships. He discusses how to improve upon a less-then-positive customer interaction. He mentions the...

  • Understanding the Prospect. Miller, Skip // American Salesman;May2005, Vol. 50 Issue 5, p3 

    Talks about the significance of understanding the most critical element in a sale which is the prospect. Techniques used by salespeople to motivate their clients to buy; Information on the two types of prospects; Different perspectives of a buyer's process and a seller's process.

  • Shaping Sales Performance. Graham, John R. // American Salesman;May2005, Vol. 50 Issue 5, p8 

    Talks about shaping sales performance to improve the business. Belief of some salespeople about the value given to them by their customers; Significance in sales of separating the picture in one's head from the real world reality; Possible reasons behind the move of companies to change vendors.

  • Out of stock? Or out of your mind? Gitomer, Jeffrey // Enterprise/Salt Lake City;12/26/2005, Vol. 35 Issue 26, p6 

    The article emphasizes the importance for stores to provide the products needed by customers. Store clerks should respond to out-of-stock situation by telling customers they will ship the product or customers can pick it up in the store once it is available. It is also important for stores to...

  • It Takes a Company. Brodsky, Norm // Inc.;Aug2008, Vol. 30 Issue 8, p63 

    The article offers pieces of advice to business owners/employers on making sure that they do not lose their customers when their best salesperson leaves. It discusses how employers can address the problem of customers feeling greater loyalty to the salesperson than to the company that is...

  • Views. Spencer, Mike // Cabinet Maker;4/28/2006, Issue 5485, p9 

    The article comments on the quality of service offered by salespersons in Great Britain. The author narrates that he went to buy tickets for Wales Millennium Centre which is becoming a popular and respected international venue. The author and his colleagues experienced a poor customer service at...

  • Handle Client Complaints Like A Pro.  // Sales Leader;Apr2007, Vol. 13 Issue 2, p1 

    The article offers tips for sales personnel on handling disappointed consumers. The author advises the salesperson to evaluate the problem and assure the consumer that it will be set right. Consumers may be referred to a specialized customer service department that will assist him or her better....

  • Buying motives: Finding out why customers buy is tough but worth it. Gitomer, Jeffrey // Rubber & Plastics News;8/22/2005, Vol. 35 Issue 2, p11 

    Presents the author's views on buying motives of customers. Role played by a salesperson in consideration; Suggestions on effective selling; Information on questions that salesperson should ask while interviewing their present customers.

  • Uncover the emotional nerve to make more sales. Gitomer, Jeffrey // Long Island Business News (7/1993 to 5/2009);4/24/2009, Vol. 56 Issue 20, p27A 

    The article offers insights for companies on how to manage their sales through customer relations. It suggests that salespeople should serve customers beyond their expectations through fast deliveries, error-free order processing and ease of doing business. Another one is helping customers...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics