Experienced sales managers carry out both direct and indirect transactions. In order to perform their duties correctly, a sales agent must be endowed with a number of competencies, including:
use of special software similar to 1C, as well as text editors, visual materials; it is useful to be able to use estimators and Microsoft Office;
skills in maintaining and filling out specialized documentation;
knowledge of the process of maintaining digital databases and client records;
awareness of the intricacies of organizing and conducting negotiations, drafting agreements and contracts;
business optimization using information tools;
experience in compiling product/service cards with descriptions of parameters, prices, pros/cons;
knowledge of the nuances and tools of competitive analysis;
free conduct of business correspondence and setting up distribution of commercial offers;
monitoring reviews and comments about the company;
work on tender sites;
organization and participation in government contracts, tenders and auctions.
Telling clients about new advertising data package products/services, helping at all stages up to the transaction helps to increase the number of sales and brings high income. A good sales manager should understand how to increase the attractiveness of a product/service for a client, taking into account their needs, as well as the parameters of what is offered.
Sales consultant
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The essence of a sales manager's work is that he constantly has to communicate with partners, managers and customers. In order to find a common language with everyone, a pro must be:
resistant to psychological stress;
sociable and able to find an approach to different people;
literate and well-read;
persistent and purposeful;
responsible and original;
a good organizer;
charismatic;
full of energy;
attentive;
sensitive.
Knowledge of psychology plays an important role in the work of a sales manager. The ability to draw a psychological portrait of a client, as well as to conduct negotiations correctly, to be moderately flexible or, on the contrary, to be tough, serve as a help in creating a service/product that is ideal for a specific type of buyer.
Advice for managers at all levels
Listen to your customers. They know best what they need.
Address each customer by name. This will create a sense of importance and that the person is truly welcome and that their problem will be solved.
Do not lose confidence in yourself. Do not raise your voice or whisper, speak in a low voice, and maintain conviction in your speech.
Be aware of the nuances of your own product and what your competitors produce. The client should feel your professionalism.
Know how to praise what you sell. Emphasize obvious advantages. Never humiliate or devalue competitors.
Don't be pushy. If you are interested, provide a quality guarantee from both the company and yourself.
Don't be afraid of rejections. This does not always mean lack of interest, sometimes the client simply does not have the time or financial means to purchase.
At least sometimes communicate with consumers informally: call, write, meet. This will strengthen the trust between you.
Improve yourself. Attend seminars, sales trainings and various conferences.
Learn the basics of marketing and project management. A good manager cannot do without it.
Smile as often as possible: trust in positive sales staff is much higher.