TITLE

Tip of the month

AUTHOR(S)
Klein, Michael
PUB. DATE
June 1998
SOURCE
Sell!ng;Jun98, Vol. 5 Issue 11, p1
SOURCE TYPE
Trade Publication
DOC. TYPE
Editorial
ABSTRACT
Opinion. Presents information on ways sales persons can get around the `I'll think about it' response from customers. Comments from Ann Miller, a speaker and sales consultant; How a sales representative should respond to a client who says `I'll think about it.'
ACCESSION #
702118

 

Related Articles

  • How to get out from under a sales slump.  // American Salesman;Jul95, Vol. 40 Issue 7, p3 

    Discusses the use of the Sales Success Profile test to help free a good salesperson from a slump. Determination of the sales ability of prospective employees; Assessment of the salesperson's strengths and weaknesses in critical areas; Benefits of sales achievement forecasting.

  • Target your hiring too!  // American Salesman;Apr98, Vol. 44 Issue 4, p23 

    Points out the importance of testing target sales skills before hiring a sales person. Implication of the concept of targeting customers; Reason for the occurrence of hiring mistakes; Personality as the usual basis for hiring salesperson; Critical areas of sales skills assessed by the Sales...

  • Have you got what it takes to be a top salesperson?  // Westchester County Business Journal;11/25/96, Vol. 35 Issue 48, p32 

    Presents a personality test that may be administered by a company to determine the positive characteristics and abilities of a good salesperson. Educational attainment; Past sales experience; Average grade in school; Advice the parents offered; Types of hobbies or physical activities preferred.

  • Getting the inside story on clients' objections. Leeds, Dorothy // National Underwriter / Life & Health Financial Services;4/1/96, Vol. 100 Issue 14, p20 

    Discusses why ordinary questioning skills used by salespersons are not enough for a successful sale. Use of ability to probe and clarify as a successful tool; Problems encountered when people are questioned; Why persons agree or object to your sale; How salespersons should treat general answers.

  • Sales ideas that work. Pollock, Ted // American Salesman;Sep93, Vol. 38 Issue 9, p25 

    Presents 75 questions designed to clarify the extent of a salesperson's knowledge of the competition. Advantages of knowing the competition. INSET: Untitled (keeping in touch with customers)..

  • Check your selling IQ. Drayfack, Raymond // American Salesman;Dec93, Vol. 38 Issue 12, p26 

    Presents a self-test for sales personnel for the evaluation of sales competence.

  • Give yourself a job review.  // American Salesman;May94, Vol. 39 Issue 5, p14 

    Features a reprint of an article from `Ideas Limited' about personal job performance appraisal for salespeople. Benefits; Key questions; Scoring.

  • New test helps employers tap sales potential.  // American Salesman;Aug94, Vol. 39 Issue 8, p14 

    Introduces SRA/London House's Sales Aptitude Test aimed at helping employers identify the behavioral and personal attributes of sales position candidates.

  • Run myrtle! It's another pushy salesperson!  // American Salesman;Sep97, Vol. 42 Issue 9, p10 

    Focuses on the sales aptitude test called Sales Success Profile. Assessment of a salesperson's strengths and weaknesses in 13 areas critical to sales achievement; Categories of aggression measurement; Characteristics of an aggressive profile.

Share

Read the Article

Other Topics