Sales Managers: skill, knowledge, skills

Vacancy for the post of sales manager in the Internet look like a questionnaire: "Do you want to make money? You have a proactive stance? You want to realize themselves? Then you come to us and can become a manager for the sale! "There are no special requirements to the potential sales-manager in the positions presented. And yes to these questions can be answered almost everyone.

One gets the impression that the sales manager can be anyone. But in practice, become cool "Sales" may be a unit. These are special people. Their main difference from ordinary mortals - specific personality characteristics and powers of persuasion.

Find "prodazhnika"

Sales Manager - one of the most common jobs. And the market is full of experts who are engaged in sales of various goods, products and services. However, highly skilled professionals are much lower than the proposals.

Search Difficulties arise due to the fact that the selling features is closely related to the specific product. This means that the pool of candidates for the position is drastically reduced. "For example, companies operating in the industrial machinery and equipment market, want to see the seller with a technical background who will know your product: the device, operating conditions, efficiency. And this is the main difficulty. Successful qualified engineer, received a good education, usually tuned to a technical career - wants to be an engineer.

FMCG market is somewhat different. Education is not as fundamental values. It is very important to understand the principles of the turnover of goods, demand generation, and monitoring needs of business partners and end users. In this area, a very successful career making professionals with a basic economic education.

Today, the employer company, representing the situation on the Ukrainian labor market, are ready to consider specialists with expertise in the areas of parallel or at partner companies, etc. But more often they are lured sellers competitors. Apparently, the training is more expensive than ready-made specials. But the "techies" and willing to teach young professionals, believing that the holder of the technical knowledge, you can learn how to sell.

Employers impose the most severe demands on his personal characteristics. Such a specialist should be flexible, customer-oriented - understand the client's business needs and be a kind of a business consultant. This allows not only to attract clients for its professional approach, but also to keep it. For companies it is important that the seller was result-oriented, and not just on process. Such a specialist should not be afraid to start over. Perseverance, tact and professionalism - these are the main features of the nature of Seller.

In addition, the company's business and potential customers can be represented in different regions, or across the country. Accordingly, in various sectors of business trip sales manager may occupy 70-80% of the time. This type of activity is suitable for people flexible and mobile.

attractive interest rate

To date, sales professionals the highest earnings among employees rank their companies, however, due to the flexible wage: sellers usually get a percentage of the proceeds from the sale of goods.

Because to make a high bid "salespeople" absolutely inappropriate, executives lured class sales manager with all sorts of bonuses and interest and intangible forms of motivation.

Very effective system of collecting recommendations. This procedure performs either the employer company itself or entrusts this agency. In rekomendodateley list in such cases are included, in consultation with the candidate, customers, partners and colleagues, the head of a previous job. This is also supplementary information, but analysis of all the information obtained from interviews, tests, recommendations suggests varying degrees of effectiveness of the proposed candidate for the vacancy.

sales tests

The proposed method of selection of specialist sales can hold their own, without the help of recruiting agencies and consulting companies.

Listening to the candidate, it is important to pay attention to a few points. Firstly, good "prodazhnik" climbs his words and has innovative thinking.

Second, if a candidate asks a lot of questions and strictly doses presentation - he is a true salesman, puts. If he does not ask, but only says ( "ukatyvayut") - no sales skills.

Third, if a candidate says the phrase "I think", "I think" and so on. E., It means that it is aimed at himself, and not on the client. For "prodazhnika" is bad.

If a person, describing achievements, uses the words: transaction agreement, the sale - it is focused on the result. If he uses the words: did, was looking negotiated - it is focused on the process and results, you can not see. If the question of why some are successful in sales, while others do not, the person argues related to personal efforts, - he takes responsibility. If he calls the external reasons: the quality of goods, good luck, a situation - the result will not wait.

And the last. In order to avoid being swept around the finger of a beautiful presentation and an impressive resume, ask about each item must be detailed, indicated in this same summary. The key to success - a request for examples. If a candidate tells you that he was responsible for sales, say, the western region, and organized there the sales system, it is not too lazy to specify what the system was; what he did for this; that it was up to him, and that was his achievement; Where does his job and began working his superior, subordinate; that was the most difficult, and what was given easily. Indicator of good answer there is the presence of specificity in the answer: the names, titles, dates, and of course, the numbers. This "prodazhnik" always remembers its quantitative indicators. "