Here are some very relevant monographs written basis Mercuri India’s classic Knowledge Blocks, that address opportunities and challenges which Sales Professionals deal with at work.
Effective Sales Communication - 5 Stages and 7 Traps
Upload Date - May 2017
In day to day communication, one can be spontaneous and casual. In contrast, Sales communication is crucial. There are larger implications for the people involved, for they speak not for themselves as individuals. They speak for their respective businesses, and are responsible to demonstrate creation of mutual value.
Are your existing Customers coming back to you in enough numbers?
Upload Date - May 2017
It is true that both sales and service quality of a firm decide how inclined the Customer would be for rebuying from his existing supplier. Generally, purchasers do not switch to other supplier immediately upon one service failure. Salespeople on the other hand have to strategize and fight for rebuy share with each Customer. This is a matter of looking for increase in impact of sales strategy with respect to 4 key aspects.
Do you have a clear aim for each Sales Visit?
Upload Date - August 2016
As markets become more competitive, it is no different than war. Every sales visit must therefore have a main aim and at least 3 retreat aims in the order of priority.
Are you well prepared for Negotiations?
Upload Date - June 2016
The process of negotiation is bound to take unexpected turns. One can still prepare well expecting three phases of that negotiating process regardless of twists and turns. We know these phases – Discussion, Proposal & Bargaining....
A good sales negotiator should be in permanent state of readiness – the phase of ‘Preparing’ that precedes these three phases.
Being prepared for negotiations is critical, for Sales People in today’s competitive marketplace. Are you well prepared for Negotiations?
How can you forecast your large order sales pipeline better?
Upload Date - June 2015
What is the difference in sales planning for: Several deals each of small value versus few deals each of large value? The key is to formulate good questions and design an effective scoring system....
Are you managing large opportunities well enough?
Upload Date - February 2016
Many organizations are looking out for improving their conversion of large opportunities into orders. Large opportunities could involve large volumes or large margins at stake, or involve selling a strategic product or acquire a strategic client
What does it take to deliver high impact presentations?
Upload Date - December 2015
When the audience hear your presentation without interrupting and without asking questions, what does that silence mean? Doing good work is as important as being seen as doing good work. Do you agree with this statement? If so, what would be the key skills to make this happen? We speak before we speak. And, after we speak we have not spoken. Is this possible? What are the elements of a successful presentation?
Understanding Customer needs.. The power of asking questions
Upload Date - August 2015
Field sales people say, in training and development programmes, that their job is essentially that of fulfilling the Customer’s needs. They are very honest when they say this, and sincerely try to do so. But the moot point is this. Are these salespeople clear on how to first understand the need of a given Customer and then try to fulfil that need with feature(s) of the product and service?.. Or, do salespeople aim to fulfil an assumed need?
DAPA - The power of Customer driven goal oriented selling
Upload Date - October 2015
DAPA is a simple yet a powerful method of personal sales process as evolved by Mercuri International. Each alphabet of DAPA© indicates 4 steps in the process of selling as above. Mercuri splits this total process into two sets:- the DA (first half of first two steps) and the PA. Which of these 4 steps would most salespeople tend to take as their first step in selling to a Customer?
Are you building your Platform for the future?
Upload Date - May 2015
Traditionally, Salespeople are used to managing opportunities that come their way. Heinz Goldmann defined the role of a Salesperson as follows: “To make a sale happen when there would have been none without him or her”. Opportunity creation needs to be part of the Salesperson’s job.
How does a sales manager manage by support?
Upload Date - April 2015
Sales management involves using resources provided by top management to achieve better results. There are 5 resources: products, pricing policy of the company, distribution infrastructure, advertising and sales promotion, and last but not the least a team of salespeople a sales manager works with. By training salespeople well, a sales manager needs to realize sales opportunity in his area to the maximum possible. Training of salespeople...
Are your sales people struggling to sell price?
Upload Date - April 2015
The term "Sell Price" means an ability to convince the Customer about the justness of the price of a product and service in a competitive environment. Some people call it value selling. For this discussion which is about salesperson’s task, the following two things are assumed to be in place: - sound pricing strategy, pricing methods to decide on individual deals so the Customer sees it as a value pricing rather than a price being "charged"...