mastering the art of selling PDF
Preview mastering the art of selling
MASTERING THE ART OF SELLING Mastering the art of selling is broken down into seven steps: knowing, managing yourself, managing your route, selling yourself, selling more than just yourself, execution, and stewarding. Each step is critical in mastering the art of selling and being an exceptional sales professional at Redding Distributing. Knowing your job duties should really go unsaid, but anyone interested in being a sales professional needs to know exactly what they are getting into before taking over a route. If a sales professional is uncertain of what is required or does not know what qualities it takes to be a successful sales person they will never be able to master the art of selling. Knowledge of what is required and understanding what qualities it takes to be the best sales person is the first step in becoming a highly successful sales professional. Managing yourself is often overlooked in any profession. People regularly talk about selling yourself and the ability to sell products, but if you cannot manage yourself it will surface in your professional life. Living a healthy life, having a good perspective, and being happy are all foundational pillars in ultimately being a successful employee. Managing your route is the first step in winning over the retailer. Learning how to maintain your route and in store merchandize are important steps in becoming a complete sales professional that your retailer and Redding Distributing can count on. Selling yourself is the fourth step in mastering selling because if you cannot sell yourself you will never be able to sell products, successfully execute in the trade, or steward relationships. Selling yourself is the most important aspect in winning at retail and becoming the go to sales professional for your retailers. Selling more than just yourself is the most synonymous function of a sales professional, but it is fifth in line in the process of mastering selling. When people think of a sales position they automatically assume the job is based around hitting numbers and selling in products. A sales professional’s duties are endless and often times the actual selling aspect of their job gets lost in the chaos of their busy schedules. Quite often sales professionals try and rely solely on their relationships and ditch their sales abilities. Although having good sales skills aren’t the most important aspect of a sales professional’s job it still is a key foundation in mastering the art of selling. Executing is what sets you apart from your competition. Once a sales professional maintains a solid route and is loved by their retailers they must have the killer instinct to capitalize. If a sales professional is loved by their retailers, but does not leverage their relationships successfully in the trade then their relationships are without merit. Stewarding is the final step of solidifying your relationships forever. Stewarding is the long term partnerships that sales professionals maintain with their retailers. Once you have mastered all of the other steps stewarding is as simple as staying on top of your relationships and developing a long term personal connection with your retailers. THE ART OF KNOWING A. WHAT IS REQUIRED B. SALES PROFESSIONAL DUTIES C. THE PERFECT SALES PROFESSIONAL D. THE NEXT STEP A. WHAT IS REQUIRED The most common misconception aspiring sales candidates have is that the predominant function of a sales professional is the act of selling. That simply is not the case. A more appropriate name for a sales professional would be an “Account Specialist”. Ultimately, sales professionals are responsible for the success of their accounts. There is a long list of functions that sales professionals must achieve daily in order to ensure success. The sales profession is extremely comprehensive and although the ability to sell is a critical component in the framework of a sales person it is only one facet in a multifaceted profession. It is a strict requirement of Redding Distributing that our sales professionals know their complete job descriptions. We expect our sales professionals to understand what is required so we can enforce our standards consistently. The standards we have adopted are derived from years of experience and knowledge of what is required to achieve success. Sales professionals are held accountable to consistently uphold their job requirements in order to become an elite member of our sales team. B. SALES PROFESSIONAL DUTIES • SHELF MERCHANDIZING • PRODUCT ROTATION • INVENTORY • PRODUCT DISTRIBUTION • DISPLAY BOOKING • DISPLAY BUILDING • COMPETE FOR COOLER SPACE • SELL IN RESETS • SELL IN COOLER PLACEMENTS • EXCHANGE PRODUCT • REPACK BROKEN PACKAGES • MANAGE BREAKAGE • WRITE ORDERS • CONTROL PRICING • SECURE PERMANENT P.O.S. • HANG P.O.S. • SECURE WINDOW BANNERS, INTERIOR BANNERS, & EXTERIOR BANNERS • HANG BANNERS • MAKE PRICING STATICS & SHELF STRIPS • HANG PRICING STATICS & SHELF STRIPS • MAINTENAINCE OF BANNERS AND SIGNAGE • EXECUTE AD OR TPR ACTIVITY • BALANCE DISTRIBUTION OF BRANDS IN PORTFOLIO • WORK ON INCENTIVES • TRY TO HIT MONTHLY GOALS • CLEAN DRAFT LINES • COMMUNICATE WITH RETAILERS • REPLACE OLD MIRRORS OR NEONS • RUN SPECIALS ORDERS • WORK SPECIAL EVENTS • PRE PLAN FOR THE FOLLOWING DAY • GAIN KNOWLEGE ABOUT BEER • COMMUNICATE SPECIAL PROGRAMS • BOOK SPECIAL PROMOTIONS • FILL OUT TRACKERS • PUT OUT FIRES IN RETAIL ACCOUNTS • LEARN NEW TECHNOLOGY • APPLY MATH WITHIN THE TRADE (PROFIT, MARGIN, ETC.) • RESET SHELVES • PROBLEM SOLVE • LOOK FOR OPPORTUNTIES • SELL IN CONTRACTS • BUILD RAPPORT WITH RETAILERS • SURVEY ACCOUNTS • CREATE GOALS • COMMUNICATE WITH DRIVERS • ETC. C. THE PERFECT SALES PROFESSIONAL It takes the right person to perform at a high level and balance the multitude of job requirements of a sales professional. No sales professional is perfect, but ones that are highly successful work effortlessly to exemplify the qualities it takes to succeed professionally. Redding Distributing will never settle for adding an average member to our sales team. With each hire we want to improve our nucleus and are committed to finding individuals that posses the qualities of a perfect sales professional. We look for employees that are not satisfied with remaining stagnant, but are constantly polishing their qualities to grow personally and professionally. Below are the important character traits required of successful sales professional’s: • SELF MOTIVATED, DRIVEN, PRIDEFUL, HIGH STANDARDS • ORGANIZATIONAL SKILLS • COMMUNICATION SKILLS • CONSISTENTCY, RELIABLE, FOLLOW THROUGH • COMPETITIVE • PERSONABLE, RELATABLE • EXCELLENT WORK ETHIC • KNOWLEGABLE, UP TO DATE • EFFICIENCY, MULTI TASKING • LEADERSHIP, CONFIDENCE • INFORMATIVE, INSIGHTFUL • INTEGRITY, HONEST • POSITIVE, ENERGETIC, ENTHUSIASTIC, PASSIONATE • TRAINABLE, QUICK LEARNER, ADAPTABLE • RESPONSIBLE, RESPECTUFL, PROFESSIONAL • TEAM ORIENTED, AVAILABLE, DEDICATED, DEVOTED, LOYAL • THOROUGH • LISTENER • WELL SPOKEN • TECHNOLOGICAL • PERSUASIVE • SOCIAL • CUNNING, CREATIVE • ABLE TO HANDLE PRESSURE & STRESS • PERSISTENT, RESILIENT • RESULTS ORIENTED D. THE NEXT STEP Recognizing the job description and character traits required from Redding Distributing sales professionals is the first step in setting yourself up for success. Executing those duties and embodying the persona of a sales professional is the next step in mastering the art of selling. Before reading any further make sure you are completely aware of what Redding Distributing expects. Please ensure yourself that you have gone over our standards in detail as well as this section so there is no question in your mind what we expect. A lack of compliance with the duties and character traits we expect from our sales professionals will ultimately result in termination. Make sure you feel confident that you can excel as a sales professional based on the job description and qualities we demand from our sales staff before investigating any further. The first step is knowing what is required, while the next step is assessing if you have what is required. Please check off the qualities you feel that you excel in and leave any that you struggle with blank. Upon completion please write a description of why you struggle in certain areas and how you plan on correcting them to become a better sales candidate. THE NEXT STEP: PERSONAL ASSESMENT o SELF MOTIVATED, DRIVEN, PRIDEFUL, HIGH STANDARDS o ORGANIZATIONAL SKILLS o COMMUNICATION SKILLS o CONSISTENTCY, RELIABLE, FOLLOW THROUGH o COMPETITIVE o PERSONABLE, RELATABLE o EXCELLENT WORK ETHIC o KNOWLEGABLE, UP TO DATE o EFFICIENCY, MULTI TASKING o LEADERSHIP, CONFIDENCE o INFORMATIVE, INSIGHTFUL o INTEGRITY, HONEST o POSITIVE, ENERGETIC, ENTHUSIASTIC, PASSIONATE o TRAINABLE, QUICK LEARNER, ADAPTABLE o RESPONSIBLE, RESPECTUFL, PROFESSIONAL o TEAM ORIENTED, AVAILABLE, DEDICATED, DEVOTED, LOYAL o THOROUGH o LISTENER o WELL SPOKEN o TECHNOLOGICAL o PERSUASIVE o SOCIAL o CUNNING, CREATIVE o ABLE TO HANDLE PRESSURE & STRESS o PERSISTENT, RESILIENT o RESULTS ORIENTED
Description:The list of books you might like
