Sales Skills & Capabilities

Customer orientation is one of the key behavioural skills required to execute sales processes and their objectives smoothly. Moreover, customer orientation is crucial for overall competencies development of sales professionals. Especially in the present environment when the competition is extremely high and the market is consumer-driven, it is essential to be customer-oriented. Customer orientation is all about understanding and meeting the customer's wants and demands. Furthermore, salespeople have to be customer-centric, they should understand and identify their expectations. Inevitably, employees have to be self-motivated and loyal to the company to be customer service oriented. Trade relationship and rapport building are the main pillars of customer orientation. Primarily, understanding of customer's profile and attending them accordingly is crucial - Business like customers Well behaved Talk to the point Need to talk normally Tough customers Egoi...

Problem-solving skill is one of the key operational and leadership skills required to perform all kinds of jobs smoothly and successfully. Being the critical elements of the workplace, problems must be attempted and resolved in a structured and effective manner. Problems are the opportunities to improve systems as well as relationships with colleagues and customers as well. Moreover, problems provide lots of information to perform a relatively far better job. It is not appropriate to decide the immediate solution to the problem which is being mistaken by many professionals in their routine course of work. Problem-solving is required to follow a process in an effective and disciplined manner. The following steps must be attempted sincerely. Step 1:  It is very critical to identify and define the root cause/causes of the   problem . There must be a deep analysis of the causes and effects/symptoms of the problem.  If symptoms are determined as causes of th...

Listening skill is a basic & important Interpersonal skill required to perform business interactions successfully. Listening skill is one of the fundamental leadership qualities of a manager that contributes significantly to the trust-building & team's inspiration. Listening involves sincere attention towards the speaker, the listener has to show active Interest thru nonverbal/verbal signs as well as he has to ask relevant questions with the speaker for further clarification.  Necessarily listeners should also summarize and paraphrase the main points of conversations for further understanding. Listening needs self-awareness, patience, and presence of mind. Moreover, it requires a lot of effort & practice to become an active listener. Listening contributes to the empathetic approach subsequently speaker feels relatively more acknowledged and comfortable. He expresses his thoughts in an effective manner which helps the listener to understand his point of vi...

Role of Manager     He has to create/split the tasks and get assigned to his team and follow to achieve it.  Necessarily, through his leadership skills, he has to inspire and empower his team.  Moreover, he has to facilitate them to get achieved tasks by themselves. He is also responsible for enhancing and upgrading their skills and capabilities. Therefore, the area head must be equally responsible to manage, lead and train his team. There are certain actions and processes which have to be followed by the manager. Understanding Purpose    He has to ensure, they should understand the company's broad objectives. Essentially they should have an understanding of the causes of running different operations and activities. Alignment   He should very well understand the company's objectives and design his strategies & plans accordingly. He should ensure, his team's plans should also be aligned with his objectives and they must work in...

It's critical to find out appropriate & efficient primary customers to redistribute goods to secondary customers in an effective manner. The selection process & mechanism play a key role in the appointment of a suitable distributor. The manager should assign the task to the sales team to hunt all over distributors/stores networks, business/social networks, as well as references for prospective parties.   The appropriate party should be shortlisted considering the following characteristics. Entrepreneurial drive Management capacity Investment capacity Warehouse & office space Infrastructure arrangements. Manpower arrangements There must be thorough interaction between the sales team and the prospective customer's team. Each & every relevant point must be discussed regarding current business, future Business, growth trend, minimum investment, area assigned, warehouse, office,  manpower, delivery units, computers, and other required ...

In the current scenario when the customer has become more demanding, updated & market also highly competitive & consumer-driven, it is essential to establish, manage and implement distribution systems & processes relatively in a more structured and efficient way to achieve and exceed business objectives. Effective redistribution depends on an efficient distributor /stockist who is appointed/assigned to redistribute goods to a ll existing suitable stores in the assigned geographic area as decided by the company. Necessarily,  the efficient distributor should be financially strong, having sufficient infrastructure arrangements, management capacity & g rowth mindset too. For   effective & efficient redistribution,  outlet segmentation and beat mapping should be done considering the outlet's channel, t ype, business size, and geographic location.          If the company deals in m ulti categories business & f...