Anatomy of the sales call

Subject: Anatomy of the sales call

Karl Moore's opinion piece, Anatomy of the sales call was dead on.

 

The reason many people in marketing don't understand what really goes on, on the sales floor, is that the closest thing they have come to the sales floor is a text book.

 

When I refer to a sales floor, I am not referring to working a 4 hour shift at Wal-Mart. A true sales floor is where the salesperson's pay check depends on how well they present themselves and their product or service, read the customer before them, and understand the triggers that make a person want to buy.

 

Not only is a professional sales call a pleasure for a customer, but also a professional sales person.

 

I would vote for having a semester of putting marketing students on a sales floor to earn their pay check by selling something. Anything.

 

Don't turn your nose down the next time you talk to a car salesperson, an insurance agent, Realtor, or furniture salesperson. At the end of the marketing cycle, if the salesperson cannot move the product out the door into the arms of the approving customer, all of the marketing cycle is for naught.

 

A perfect example is this very magazine. Without the advertising sales people selling advertising into Marketing Magazine there would be no holes for the editorial to fill.

 

 

Thanx

Norm Greenfield