Definition of Sales Techniques
Sales Techniques or the marketing aspect of Selling is defined as a method of offering to exchange a product of value for a different product. The original product of value can be either tangible or intangible. The seller most, usually, views the second product which is mainly money that is equal or greater in value than that being offered for sale.
As per management point of view, Sales Techniques are an essential part of Marketing but the skills required are quite different. Sales Techniques are practiced by a separate team of people within a corporate structure that employs separate specialist operators known by the name of Sales Persons. These persons are meant to handle Sales Techniques alias selling since it is treated as an art of persuading potential customers.
Textbooks on Sales Techniques
Sales Techniques are extremely challenging as skills to grasp for marketers. Hence, they can refer to some details of relevant textbooks that are based upon the topic of Sales Techniques as follows:
- The Ultimate Book of Sales Techniques: 75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale by Stephan Schiffman (Published by Adams Media – Year 2013).
- No Thanks, I'm Just Looking: Sales Techniques for Turning Shoppers into Buyers by Harry J. Friedman (Published by John Wiley & Sons – Year 2011).
Examples of Sales Techniques
Example 1: An interesting example of Sales Techniques can be Cold Calling. This is a sales technique as per which prospective clients or customers are approached by salespersons, usually, via telephone, email or any social network platform. Such potential consumers do not expect such an interaction, but salespersons have to convince them about their ideas. Cold Calling is a form of telemarketing by various business organizations, but some scammers may also try to misuse this technique since their credentials are not verified.
Example 2: Another interesting example of Sales Techniques can be Direct Selling. This is a sales technique as per which the marketing and sale of products are carried out directly towards consumers, but away from a fixed retail location. Internet Sales is an interesting application of Direct Sales technique.
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