My company name is "U Color Print Company" and I always do and take care of almost every position in the company but I mainly focus on the sales position because there is only one department that can make income for the whole company. Then I want to do some new things and lead me not to be afraid of risk. At the moment, she continues to grow in her professional career and to be able to increase her sales target annually.
Furthermore, this research paper will guide me to recruit new salespeople and to be able to treat them with the right attitude and knowledge to succeed.
Company Background
Problem Statement
Research Question
Research Objective
Research Scope
Expected Benefit
LITERATURE REVIEW
Before Meeting - Preparation
One who knows the enemy and knows himself will not be in danger in a hundred battles”, Said by Sun-Tzu. Preparation is the first step before selling things to customer, the most important thing that all salespeople should do before calling to find new customer, same as a saying "not to prepare is to prepare to fail". In addition, the most common thing that people usually do is preparation, preparation for work, for studies and preparation for everything we intend to do. However, I believe that the preparation step is what an exceptionally successful salesperson needs to do. "They are prepared for every call. They have a goal, an agenda, a sense of potential objections and things they are willing to negotiate before they call". Said by Kevin Kehoe.
While Meeting - Interpersonal skill
Process Skill: Sales success is all about a series of customer yes answers that lead to fantastic customer relationships. The seller should give the customer more than he expected and also make a suggestion or recommendation by considering using the word that could touch his mind or influence his purchasing decision.
After Sales Service - Personal Relation to Business Connection
Consistent with this idea, conventional wisdom suggests that products should be interesting to stimulate discussion. However, all the comments from customers talking to their friend or university about the company's product or service, for those negative and positive comments about our product or service, but the result would create our brand reputation which also creates brand awareness for the company . Someday a strong brand reputation will result in higher product sales.Naveen Amblee and Tung Bui.
DATA COLLECTION AND RESEARCH METHODOLOGY
Sampling Group
To emulate the same attitude and vision that customers have towards vendors in the printing industry.
Interview Question
- Example of Interview Questions: Salesperson in printing industrial
- Example of Interview Questions: Customer of printing industrial
Do you think which one is the most important between seller or product or price/promotion. First point – The preparation phase will focus on the customer's expectation that the salesperson must do to satisfy him. Whatever the qualification criteria you inspect, let the seller make an appointment with you first.
Another point - during the meeting she will focus on how important the interpersonal skills are that a salesperson must have. Last point - in the after-sales stages, the focus will be on the after-sales services that the customer expects from the seller, leading to a personal relationship that helps to become a business relationship.
RESEARCH FINDING AND ANALYSIS
Phase 1
- Example Case Study from Salesperson
- Example Case Study from Customer
- Analysis
My preparation always works with a new customer, said a salesperson from a billboard rental company who has been working as a salesperson for 4 years. The interviewee said this client realizes the value of the time spent preparing before meeting the client. She stated that “being able to answer every question the customer asks” is the most important success factor for the preparation process. The interviewee started from the studied business background of the potential customers to see what product/service they might be looking for, to see how much they spent on advertising to see potential products that could be sold to the customer, their printing products supplier to find and look for the weakness of competitors and so on, for the preparation process before meeting its customers.
Giving a chance to the right sales person is better than giving a chance by sympathy - said from one of the most valuable customer who has more than 20 years of working experiences related to printing business and currently working in marketing for 8 years Boonthavorn Company . For example, some salespeople don't even know about their product specification or can't give him the recommendation of which type of product/service is most suitable for his company, can't answer the question about their company's background and etc. So, he decided to change his mind for acceptance seller before meeting him.
He finally found a way to vet and scan a vendor before allowing them to meet with him, but he still maintains his friendliness by talking to every vendor that contacts him. However, he no longer allows every salesperson to meet with him, but will select a few salespeople who will be ready before he is called so that he can answer his questions and know their products/services. An industrial printing vendor and customer, both groups agree that the preparation step is something that the vendor must do before meeting with the customer.
Phase 2
- Example Case Study from Salesperson
- Example Case Study from Customer
- Analysis
Salespeople in industrial printing companies must first be prepared for the variety of products, product descriptions and knowledge of the product. Customer in the industrial printing company, they said that there must be a good salesperson, who can answer every question they ask about the price and description of products. He initially started from a position as a graphic designer at this company to design printed matter for customers.
So he has great interpersonal skills that he can give a tip to the client to get the best and the client always satisfied with his work and go beyond his expectation. He thinks that the first thing the salesman should do before selling something to the customer and he has always done it every time to build the trust, it is not easy to gain the trust from the customer, but he can do it by analyzing the first because every people will be different mentality and lifestyle, some may be friendly but some not. However, he said that the salesperson should speak clearly in every meeting when he has to meet with the customer, say something important first and less important later and directly to the customer's purpose and should not talk funny things during the meeting.
The point of view of the interviewees, the Salesperson and the Customer of the industrial printing press, all believe that the salesperson should know the right time to talk and listen when meeting with the customer. Salesmen in the industrial printing press, they think that, the art of speaking is one of the important things that make the customer have the first impression with the seller, sometimes we have to use the emotional combination with the word to express their feeling or using the specific word that hit to the customer's mind, telling information beyond the customer's expectation is an act of a professional. Customers in industrial printing, they refer to the vendor as a consultant for advice and recommend products/services that clearly and precisely fit their needs.
Phase 3
- Example Case Study from Salesperson
- Example Case Study from Customer
The seller must have a good service mind, be able to answer the question at all times and also be enthusiastic about answering the question. He said that he never leaves his job and ignores the customers, always commits to the job until it is finished, and always checks the customer's feedback to let them know that we care about every job process from start to finish and beyond. work done to make the customer feel valued with the money they paid. He says that he always has problems with work, which stem not from anyone's fault, but from the rush of his schedule, which makes him too tight.
However, he believes that a good salesperson must provide full service to him no matter what happens and must find the best solution for him, because he never asks for a discount or promotion, but he wants the good quality product/service. Interviewees' point of view, once the customer and the seller had cooperated, the most important thing that the seller should concentrate on is not sales volume or target sales, but it should be after-sales service, because if customers have good experience and satisfied with the product/service, they will definitely consume more service and buy more products next time. Seller must try to do everything to gain trust from the customer, once we gain trust from them, word of mouth can happen anytime they have a chance to say with others.
Customer in industrial printing, they believe that the seller must be able to support and find solutions all the time. After sales service doesn't need to be anything fancy or abundant, just be simple, monitor the job closely, keep updated feedback all the time and be flexible to any situation. They will immediately recommend and advise sellers who have good after-sales service to their friends, colleagues and others when they have a chance.
CONCLUSION AND RECOMMENDATION
Conclusion
Recommendation
It may come from the inspiration, It is not only for the benefit of only myself, but it will help to motivate the fellow colleagues to have the power on their work. The knowledge will help sales person to answer every questions of customers and it will help to give the sales person more confidence, right attitude and right way of working. Discipline and being on time - Discipline is also an important factor that will help a sales person look professional in the opinion of customers, management or fellow colleagues.
This will help the customers to have more trust or first impression in our product or service. Good Planning Management - The good management and good planning will help to work more efficiently. And it will help to ease every difficult situation, and problems will be solved smoothly.
Whether visiting the new customer will help them feel at ease and willing to engage in ongoing discussions. And for the other colleagues who will help those who are willing to support and help when they get into any trouble. The sincere and honest sales that will help the customer impress and be a loyal customer.
