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Key success factors in selling.

-Sales force management (McGraw Hill International 8th Edition) by Mark W. Johnston &
Greg W. Marshall.
Bible .
45page Sales Manager Salesman 60
key success factor 215 Sales Manager ,
20 Factor top 10 factor
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10

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1.

Listening skills

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. solution base selling .
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. salesman
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. Active listening .
2. Follow-Up skills.
. feed back .
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3. Ability to adapt sales styles from situation to situation
Adaptive Selling terminology .
need solution selling . ,
, style need sales
pitch . .
sales forecast accuracy .
forecast
. Supply chain end-user
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, adaptive selling forecast
. miss

forecast . , check .
adaptive selling .
4. Tenacity-Sticking with a task.
Task . relationship building
detail

 Task .

Task .
5. Well organized
group
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organizing .
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product line , SCM
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6. Verbal communication skills
great communicator . ,
clear
. Talkative . Right timing Right Right
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7. Proficiency in interfacing with people at all levels of a customers organization
interfacing
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cover .
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8. Demonstrated ability to overcome objections

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process .
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need .
9. Closing skills
. salesman
. give and take factor
, , currency .
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10. Personal planning and time management skills
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planning .
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performance .