When sales 101 isn’t enough

Citation

(2009), "When sales 101 isn’t enough", Development and Learning in Organizations, Vol. 23 No. 3. https://doi.org/10.1108/dlo.2009.08123cad.005

When sales 101 isn’t enough

Article Type: Abstracts From: Development and Learning in Organizations, Volume 23, Issue 3

Stein D. SMM – Sales & Marketing Management, November-December 2008, Start page: 7, No. of pages: 1

Purpose – Argues that representatives who lack advanced selling skills are at a major disadvantage. Design/methodology/approach – Lists the basic selling skills and presents a selection of advanced selling capabilities. Findings – There is not enough sales skills training going on or the right training and, of the sales training that does take place, most is basic selling skills. Contends that sales 101 (basic selling) skills will only get people so far and cannot provide what the team needs to consistently and predictably outsell competitors. Points out that if several companies are offering comparable offerings and none of the salespeople have advanced selling capabilities, decisions are simply made on price, features, a sexy demo or the most well-known brand. Originality/value – Argues that in a complex selling environment, if you have not provided salespeople with the skills required to win, you are asking for them to be outsold. ISSN: 0163-7517 Reference: 38AD020

Keywords: Sales management, Sales training, Selling