The Art of Selling—is a complete sales training program that can effectively train both inside and outside sales people. 3. Sales and Marketing Management—provides business owners or managers with essential knowledge and skills they require managing their business from a sales and marketing perspective. 4 Universal Training Tips. Use Empathy. Any good salesperson is a good problem-solver. If a salesperson puts themselves in their prospect's shoes, there's a good chance they'll understand the prospect's problem—and hopefully, a problem the prospects not aware of. A good salesperson has the ability to look ahead. Class Participation. 20%. Opportunities to Excel. 20%. Thistle Farm Selling Exercise. 10%. Ride Along Report. 10%. Sales Simulation. Text preview. The web dictionary defines selling as; a sale is the act of selling a product or service in return for money or other compensation. Signaling completion of the prospective stage, it is the beginning of an engagement between customer and vendor or the extension of that engagement. Personal selling occurs where an individual salesperson sells a product, service or solution to a client. Onboard and train new hires. Motivate reps. Act as liaison between reps and leadership. Create sales and revenue reports. Evaluate and adapt the sales process. Here are seven sales management strategies that will help your reps grow, feel motivated, supported, and driven, and — most importantly — close more deals. 1. Selling is 60 percent listening and 40 percent talking. When you're having a conversation with a customer, your main goal is always to figure out how (and whether) you can help that customer. This control-system has to (i) prepare sales and market forecasts; (ii) determine the level of sales-budget; (iii) determine the sales-quotas for each salesman; (iv) determine, review and select distribution-channels; (v) organise an efficient sales force; (vi) establish a system of sales-reporting; (vii) establish Personal selling would help in order to provide continuous feedback & helps to practice two way communications with the target group (buyer & seller). This refers to one of the most helpful & efficient means which would help to understand the needs, tastes, preferences of the customers. The final (and often-overlooked) stage is following up. One of the biggest mistakes salespeople make is not following up enough. This is true not only in closing sales (the average deal takes five follow-ups to close!), but also in nurturing a long-term customer relationship and repeat buyer.Nurturing a new customer involves supporting them after the sale, answering questions, and keeping them Sales Management. Sales management is defined as the planning, direction, and control of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to personal sales force. Sales management originally referred exclusively to the direction of the sales force. Sales Training Manual - Personal Selling contact@grahamphelps.com Page 5 grahamphelps.com The seven steps of the sale The Seven Steps of the Sale is the most common traditional structure used