Jun 21st, 2015
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Abraham Lincoln University
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Case : Better Sales NetworksBy Tuba Ustuner And David GodesSalesperson skillTo better understand sales network, it is helpful to view the sale process as distinct stages-identifying prospects ,recognize potential customer, creating solutions and closing the deal.In each stage sales person effort can be boiled down to two essential complementary types of network management actions i.e. managing information flow and coordinating the efforts of contacts So, to succeed they approach to right information ,the ability to disseminate to right people and have right power to communicate to deliver value to customer.Various skills a sales person should possess1. Effective CommunicatorCommunication covers a large territory. Not about superb skills here, but the ability to speak clearly and in a manner that is easy to understand. Sales is all about talking to people and getting them to understand what you are trying to communicate.2. Ability to ListenAlong with speaking, a great salesperson knows when to stop talking and listen. They never cut someone off while they are talking, because in doing so they would fail to hear a key element in identifying what that person's needs might be.3. Asks QuestionsSalespeople are naturally inquisitive and know that in order to isolate what the real need or desire is in the buyer, they need to ask questions that will lead them to the answer. They naturally ask questions because they have a desir

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