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The rep then needs to shift gears from consultant to negotiator in order to engineer an agreement that’s a win-win…

Sales skills training builds a sustainable competitive advantage because it differentiates your team in an increasingly commoditized market. The best…

The theories of selling implies to the behaviour of the salesperson towards the prospect or the customer, which ensures the…

All steps of the selling process ultimately lead to the closing of the sale since it provides the tangible result…

Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. And this…

The actual selling process starts with prospecting and qualifying. However before this step, there is something called pre-sale preparation which…

The idea behind the creation of sales territories is to match the sales opportunities with the selling effort. A salesman…

Sales quotas are targets set for individual sales reps and teams to measure performance, incentivize salespeople, and increase company revenue.…

Sales quotas are quantitative goals set by managers to measure and compare the performance of individual salespeople and to help…

Following are the methods generally employed for sales forecasting: Survey of Buyers’ Views This is direct method for making forecasting…