Guide to being a sales professional
K S Sivakumaran
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Customer relations and meeting people of different kinds give
you varied encounters
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At the beginning of the last decade I had the privilege of being a
Sales Associate at the prestigious Macy’s in Beachmont, Cincinnati, US.
It was a wonderful experience I had even if it were for only two years
in a totally new field. This was new because I had only been a
journalist and writer besides teaching and entering into retail business
in a multi store was full of excitement, fun and a productive
enterprise. Customer relations and meeting people of different kinds
give you varied encounters.
Recently while in Australia I met Wendy Berry, an Australian, who
with Jo-Anne Cole has written a book with a friendly warning and useful
hints titled Don’t Stuff up The Sale with a tag line ‘The Definitive
Guide to the Sales Process’.
This interested me because of my past experience in America. And with
Wendy’s permission I wish to share some of the valuable hints she
suggests for potential young sales people. Because of the Copyright
restrictions I cannot give exhaustive details in the book except one or
two in the format of a review.
Addressing the Sales Professionals, the book answers questions such
as challenges faced by them, why they are a challenge and what cost is
involved. The book also talks about the consequences if the challenges
should continue and solution. I found this book a set by step process of
instruction in refining the sales process. It is practical strategies
that work that are included in the book.
The book discusses topics like ‘What are sales today?, The 14 Crucial
Determinants of Top Sales Performance, Attitude and the Success Spiral,
all the Answers about Questions, Powerful Presentations, Personality
Styles, Unleash your Powers of Persuasion, Overcoming Objections, The
Close, On the Phone, Basic Negotiating Skills, Prospecting – The Cold
Call, Communication, Genies and Treasure Maps and Build your Business
with referrals and Mastery’.
The book runs to 314 pages. We come to know that Wendy Barry has more
than 30 years of sales, sales management and sales training success. She
is the Managing Director of Top Guns Business Academy which is one of
Australia’s leading Sales and Management Training Organizations. The
Co-Author Jo-Anne Cole has more than 30 years experience in sales and
specializes in marketing and design. She currently lives in New Zealand.
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