Sales development is the act of educating a agent in the act of sales. Sales, which can be done individually or as part of a team, is where a person sells a merchandise or service to a customer. It is often thought that selling is the same as marketing but there is a distinct difference – marketing exists to promote a item by making it attractive to a prospective customer and, through this, may by default generate a sale. On the other hand, a sales agent actively communicates with a prospective customer, showing specifically how their goods or service can assist the customer by providing them tailored data. The best sales agent is someone who works in conjunction with their customer and works to answer the customer's needs and goals with the merchandise or service to be sold.
Sales is an important part of contemporary work models. Not only does the sales agent sell a company item or service, they also work to generate new corporate prospects and generate clients for their business, thereby supporting and developing their company's client base and industry standing. Sales is often the public face of a business so it paramount that adequate sales development is given to the sales agent so that they can excel in their selling role but also know how to be the best advocate possible for the goods and the company.
There is a range of approaches a corporation can use to connect with their customer. Direct sales – where the company interacts directly with their customer – is probably the most recognized. The most recognized direct selling approaches are door-to-door selling and telemarketing; in both cases the corporation directly connects with the customer at home or at their place of business to tell them about the goods. Another way of direct selling is 'consultative selling' whereby the company interacts directly with the buyer but initially starts by collaborating with the customer about what goods or services they need and developing answers in consultation with the customer. Companies also often sell goods through retailers – so called 'middle men' – and through mail order, while the rise of the net has given companies a new field in which to connect with potential buyers. As can be seen, there is a large variety in the way companies contact, connect and potentially sell to a client, which has increased the significance of new business development.
Sales development concentrates on the assortment of methods a sales agent can use when directly interacting with the customer, so integral in these days of direct selling. Although there are a assortment of particular approaches tailored for different varieties of selling, the main methodology behind outstanding sales practice is five-fold: analyze a client's needs, offer solutions to the buyer, discuss the benefits of the merchandise, overcome any questions the customer may have and close the sale. This philosophy can sometimes be condensed to a three-part methodology: prospect the customer, present to the customer and close the sale.
New business development courses are widely available with many training academies and specialist businesses offering courses that you can take in person or via correspondence or the internet. Many large companies have also developed their own in-house new business development programs. There are also a plethora of books available on the subject.
Great sales development will always stress the need to ask buyers questions in order to better offer them solutions, will always stress the importance of understanding your product and will include motivational material, as selling is a high-pressure job that not only involves a lot of self-motivation but also deals with a lot of rejection as well.
Incentive programs, what they're for and how to use them are also included in a lot of new business development. These 'sales incentive programs' or SIP's, are a tool used to focus a sales agent and lists specific goals for achievement, which aims to concentrate selling activity.
Sales development will show you self-motivation, direction and exceptional interaction abilities and, as such, would stand any person in good stead for any leading role outside of sales, as well as within.
