Elements and Performance Criteria
- Develop effective sales techniques.
- Determine importance of selling function in business-to-business processes.
- Determine good work practices and sales techniques through communication with immediate supervisors and team members.
- Actively seek feedback and guidance from immediate manager or team members to improve personal sales capabilities.
- Confirm personal sales training and development needs with immediate manager.
- Action personal sales training and development needs in an agreed timeframe.
- Develop improved sales techniques relevant to the business customer and end consumer within a given territory.
- Work with others to improve sales.
- Openly discuss ideas on means to improve sales, service and performance strategies and share with team members, management and business customers.
- Confirm procedures for accessing and using resources with team management.
- Establish mechanisms to monitor the impact of improved sales and service strategies on personal performance targets.
- Sell advantages of business relationship.
- Identify advantages and benefits of long-term business relationships.
- Develop and implement strategies to forge relationships with customers, build in-depth understanding of their needs, and develop trust and loyalty.
- Promote advantages of exclusive working relationships to business customers.
- Promote benefits to the end consumer of a business-to-business relationship.
- Confirm features of different products and services and merchandise classifications with customers.
- Explore opportunities to streamline business relationships and offer improved services to customers through efficient product delivery, effective provision of information, and timely problem resolution.
- Confirm trading terms for different products and services with each customer.