Actively sell services and products using specific, well thought out presentations.
Enhance the effectiveness of sales calls by always bringing a supply of current samples,
promotional pieces, advertising material, etc.
Make use of factory and/or company demonstration equipment as often as possible, with or
without the support of factory representatives.
Do as much active selling and make as many customer contacts as possible between 7am and
6pm on weekdays. Save correspondence and other activities for other times.
Follow up on assigned sales leads promptly.
Be active and positive in selling the company’s complete line of products and services at
published levels. Any price deviations, if required, must have prior approval of the sales
manager or owner/general manager.
Keep CRM up-to-date. Make sure names and addresses and all pertinent data is correct.
Promptly investigate and resolve customer complaints to the best of your ability. Company
policy dictates prompt and complete satisfaction to the customer in every case where the
complaint is legitimate and justified.
Keep accurate records of travel, mileage and sales-related expenses. Profit-ability improves
when expenses are kept at reasonable levels.
Follow-up on all written quotations to show customers that the company values their business.
Understand all company sales and credit policies and procedures fully.
Develop a comprehensive knowledge of each service, product and application in order to
recognize quickly which ones can benefit each customer. Gain product knowledge through
catalog, sales bulletins, sales meetings, night schools, factory schools, personal experience, etc.
Attend all applicable meetings and schools. Be prompt, attentive, and participate in a positive
manner.
Gain a working knowledge of competing products and companies. It is not enough to simply
know your own.
Learn as much as possible about every customer –e.g., their specialties, their needs, their
personnel and organizational structure, their financial position, etc.
Analyze the sales picture of your territory frequently, using sales summaries that are provided.
Review results monthly to determine relative status and adjust sales activities accordingly.
