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In order to construct it only three components are necessary (enough).
The shots which have been selected, adapted and prepared on absolutely certain, special technology.
Technologies and standards of sales – to 27 kinds of documents including the order on a payment. These documents are listed. In the majority of the companies of this list – no more than 2-5 documents. And then heads of these companies are surprised why there are not enough clients and incomes.
Management of sales. It is not something virtual and suspended in air. These are absolutely concrete official duties. And absolutely concrete employees of your company – heads of sales should carry out them. Here their four basic functions.
Administrative management by department of sales. It is necessary to do strictly certain things daily, weekly and monthly. The basic actions for administration managerial control ten. As soon as one of them is not carried out – failures in work of system of sales begin. In the usual companies are casually spent one – two of these ten actions. And then are surprised – why sales do not go?
Personal sellings. The head of sales should spend for it only a part of time. If he spends for this all time – it is simply ordinary manager. But to be engaged in personal sellings is necessary. Managers on sales of vodka are fed from the brought extraction. And they will submit to authority only the most sharp-clawed. In what contracts the head should be engaged personally? In the largest. The most important problem is to deduce on the market the new goods and services.
Working out and introduction of technologies and standards of sales, and also their updating but a measure of collision with live clients. The main thing is that the head of sales should provide their execution. Technologies and standards of sales is a paper. They are necessary to your managers on sales that they worked with clients on garanted comprehensible level. And with the intensity necessary to you. But these pieces of paper will not live without the person with a cudgel which hammers them into the head to managers on sales. And the head of sales should be this person with a cudgel.
Active participation in selection, hiring, adaptation and vocational training of managers but to sales, and also preceptorship. That is participation (together with young fighters) in negotiations with clients. And the most important is the integral problem of heads of sales – «push» of transactions for young fighters. That is participation together with them negotiations and the conclusion of transactions with their clients at their presence.
These three basic components are necessary also them enough to construct professional system of corporate sales.
Today it is quite easy to find a good business 2 business connection – this is where a professional appointment setting can help you a lot.
And a final piece of advice – today the web technologies give you a really unique chance to choose what you need for the best price on the market. For example, search for appointment setting services. You will be amazed how quick you can get variety of products and prices for them. Strange, but most of the people don’t use this opportunity. In real life it means that you must use all the tools of today to get the information that you need.
Search Google and other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and join the discussion. All this will help you to build up a true vision of this market. Thus, giving you a real chance to make a smart and nicely balanced decision.
And also sign up to the RSS feed on this blog, because we will do the best to keep updating this blog with new publications about appointment setting industry.
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