From the following two web sites...
1. http://www.businessweek.com/smallbiz/content/feb2002/sb2002025_5070.htm
2. http://www.saleslobby.com/Mag/0201/FESH.asp
What is your opinion about what makes a great salesperson?
and, what is your opinion for a great salesperson for doing the direct
and online marketing?

---

Request for Question Clarification by tisme-ga on 01 Dec 2002 19:49 PST

Do you want a researcher to summarize the articles for you and give
their personal opinion? Please clarify.

tisme-ga

---

Clarification of Question by alphayen-ga on 01 Dec 2002 20:36 PST

please summarize the articles and also give some personal opinion to
me as well.  Thanks a lot.
Here is the explanation about direct marketing:
Direct Marketing Consists of Direct Connections With Carefully
Targeted Individual Consumers to Both Obtain an Immediate Response and
Cultivate Lasting Customer Relationships.
Here is the explanation about Online marketing:
Online Marketing is conducted through interactive online computer
systems, which link consumers with sellers electronically.
Two types of online marketing channels:
Commercial Online Services offer information and marketing services to
subscribers who pay a monthly fee. (i.e. American Online)
The Internet (the Net) is the vast global and public web of computer
networks.
From salesmanship, what needs to be concern and what salespeople need
to be pay attention to for doing direct and online marketings?

Hi, 

Salesmanship is a learned profession which requires an attitude of
seriousness and success to rank in the higher echelons. The idea of
luck or natural talent has a draining  effect on true success. One is
either growing or going in this profession, not lucky or unlucky.

Like any true profession, sales has about it the feeling of myth.
Anyone not playing a sport well, can look at the apparent "natural
skill" of the professional and believe that he simply doesn't have
what it takes, and as long as he feels this way, he is correct. What
separates him from the professional player is the attitude that there
is something more, something beyond his grasp which he needs, in order
to achieve success. The professional knows this is not true. The
professional understands that what is required is to take the game
seriously, as a profession and to learn the tactics of the job at
hand.

The most important cold call, with the highest return, a professional
sales person can make, is the one to himself. The everyday call, to
learn something new and re-evaluate the skills currently in his
possession. This single call will produce more future revenue than any
prospective buyer he will ever have in his daily planner.

Thanks, 

webadept-ga

---

Clarification of Answer by webadept-ga on 01 Dec 2002 23:59 PST

Hi again, 

Thanks for the question. From your examples it looked like you were
wanting something short, dense and effective. So that's what I tried
to produce. If I've misunderstood or missed the mark, then let me know
with the clarification option and I'll produce something more to your
needs.

Thanks, 

webadept-ga

---

Request for Answer Clarification by alphayen-ga on 02 Dec 2002 10:43 PST

Could you please give some examples or more specific case about being
a professional salesperson?

Actually, I need something more/long and effective about my question.
Also, what needs to be concern and what salespeople need
to be pay attention to for doing direct and online marketings?

Thanks a lot!

---

Request for Answer Clarification by alphayen-ga on 02 Dec 2002 10:51 PST

I need around 2000~3000 words about this question to work on it ASAP. 
So, if you could provide more information about it, I'd really
appreciate it.

Thanks.

---

Clarification of Answer by webadept-ga on 02 Dec 2002 12:56 PST

Just to clarify here. You want 2000-3000 words as a summary for an
article that is less than 1000 words? This isn't what your
clarification above suggested. Why didn't you place this stipulation
in your question when you were asked?

I don't mind changing it to be more "online" or "Internet" orientated,
that is no problem at all, but the size of the written assignment has
grown considerably. Such a change is beyond the scope of your original
question, especially in light of the fact that you were asked
specifically about this before I took on your question. I look forward
to your responce to this.

Thanks, 

webadept-ga

---

Request for Answer Clarification by alphayen-ga on 02 Dec 2002 14:10 PST

YES, please point more about the salemenship in the online market and
the direct marketing as well.  It will be more approach to my topic.

Much Appreciated.

---

Clarification of Answer by webadept-ga on 02 Dec 2002 14:26 PST

Okay, let's try this again. What is it, specifically, that you want.
Please take some time and write out exactly what you need because I am
not understanding you any more. You asked for a short summary
regarding two articles which you gave links too. You were asked what
type of summary and you gave short paragraphs as your example. Now I'm
not sure what you need or want for this. Please list exactly what you
are expecting.

---

Request for Answer Clarification by alphayen-ga on 02 Dec 2002 16:26 PST

Here is my subject: What Makes a great salesperson? 
From above two articles, it gave some ideas about making/becoming a
good salesperson.  From your opinion, what condition could make a
good/great salesperson?  So, if a person want to do a online marketing
or a direct marketing, what this person needs to do to be a great
salesperson?

That's all about it about my question.  Please making around 2000
words to work on it ASAP.  Thanks a lot.

From a strictly personal viewpoint, a great salesperson is one who
doesn't try to lay the guilt trip on you when you say "No, thank you."
 A great salesperson is courteous and helpful and doesn't resort to
high pressure tactics to close the sale.

The guy who tells me about his product in a thorough and professional
manner and never once pushes me to buy is typically the one who gets
my money.

--Missy

A great sales person is one who sells rather than simply "clerks." 
The truly great are those who know the sale does not begin till the
customer says "no."  A sales person who makes a professional
presentation and attempts to earn a living by depending on those who
will buy on the basis of that presentation alone, usually earn a
fairly small or non-existent living.  Once again, that is not selling,
it is clerking.

The number one rule of the great salesperson is ABC.  Always Be
Closing.  - - Ask for the money.  If the customer says "no," find the
objection, overcome it, and ask for the money again.  Repeat as many
times as necessary.

alphaayen:

Besides the fine suggestions you have received already, I would offer
that persistence with a purpose is a good trait to have in selling
whether online, person to person, or in correspondence.  A good model
for this persistence with a purpose is the classic technique of
"Professional Selling Skills".  Following this model in your sales
contacts is a proven technique for achieving your goals.  It is based
on your understanding the concept of feature/benefit selling.  A
reference to this technique is shown at the following URL:
   http://www.businessballs.com/salestraining.htm#sevenstepsofthesale

Selling is part of the overall marketing process which defines the
product/service to its target audience.  The salesperson gets a report
card everyday which requires a person who is not easily put off by
failure. While there are many people, like missy, who want to feel no
pressure, the most successful sales person is one who can understand
that customer need while still making a "close" based on the features
and benefits in which the customer was interested.

There are many other techniques that can be learned such as "reverse
selling", consultative selling, cold calling for effect etc. 
Exploring any of them will improve your skills once you recognize that
skills are needed.

Good selling!!!

seedy

At the risk of facing a sales lynching mob, I'll dispute the
contention that great salespeople are not "born" that way.  Fact is,
some salespeople have something extra special in them -- they just
'get it'.  While sales training and development programs are useful
(and the great salespeople sometimes soak up the information in them),
they often do not need much in the way of training and guidance.
We have a couple of these 'greats' in our business.  They have
selected their own junior assistants. Other businesspeople I've talked
with say they have similar circumstances -- they have a few very
exceptional sales reps, that greatly outperform the rest.
How do you find and retain these superstars?  If a google researcher
could answer the 'find' question in a 'universal' manner, he/she
probably should be in another line of business -- because the fees the
person could command would be a whole lot higher than $100 or $200. 
As for the 'retain', well, common-sense business practices and
integrity go a long way!