and follow-up development actions (Managerial Sessions/ On-the-Job Training)
The manager of the commercial division gets a tool to manage the commercial team, which helps define sales potential and talents of salespersons, as well as advises on the direction in which they should develop. It helps manage the sales team effectively and unambiguously answers the question: how to motivate salespersons?
Salespersons learn to recognise their customers’ needs and desires on the basis of their behaviour. They are able to analyse customers’ in-depth needs, precisely and quickly. It becomes obvious how to convince to the purchase, which shortens the decision time. When you know how to approach customers, difficult customer service becomes easier to manage and a difficult customer becomes merely a demanding one.
Customers who make purchase choices follow their own internal award system. When the salesperson recognises the system and follows it, the customer service is better and sales effectiveness higher.