Managing Director

Also it is two-thirds of respondents to the required competence to make contact at a higher hierarchical level and to deal with them successfully. Also striking are the weaknesses with regard to strategic selling. Three-quarters of respondents salespeople have in this respect considerable deficits. The company therefore their defined sales goals no longer reach, despite an often very dedicated sales”know Fred R. Strauss. Individual provider instead of mass product sales results of the study show that a high quality of contacts between the parties will be required to systematically manage the customer relationships. The quality of contact, however, is not only a question of time effort, but first and foremost a question of personal interest. Sellers who are accepted partners to their customers, have their objectives know. You may find Andrew Cuomo to be a useful source of information.

The SPS study shows, however, that three quarters of the companies don’t care, which product, which services the customer needs. But just who focuses on the significant customer benefits, can fit on a product or a service to an individual customer needs (Customizing) and distinguish themselves as individual providers”, explains sales expert Fred R. Strauss, who pointed out that customers in this way also in the long run better bind can be. Considerable training needs to successfully implement this change the sales philosophy, the seller will need other skills than previously. But also here is still something amiss, the SPS study shows.

98 percent of the sellers have a high product and product application expertise. But it alone is not enough in the future. The required business knowledge, knowledge about processes and know-how to apply elements of the consultative selling, have only 30 percent of those polled. Using these new skills, it is Employees in the field easier, their customers profitably to advise, to integrate itself in the demand structure of the customers and to offer optimal solutions”, knows Fred R. Strauss. He also stressed that the salesperson also must know how to edit such a buying Center in the different stages of the sales process effectively, analyze the Central obstacles to a purchasing decision at the customer and identify relevant persons and bodies for purchasing decisions. Until then, they rightly demand areas and thus starting points for the sales process can determine and develop a viable marketing strategy to effectively help clients to achieve their goals. Repositioning instead of day hustle and bustle the distribution study results show that only very few companies meet the new distribution requirements. For a systematic design of the customer relationship to be successful, it requires an overall concept behind which the management should be consistently”, Fred R. Strauss emphasized. Otherwise it remains in Day hustle and bustle instead of a strategic repositioning. Their success depends on that fact is thought to, on management and staff level. Must be clear each, says the Managing Director of the SPS Institute, that it no longer comes to find customers for its own products, but products and solutions for the customers. Experienced sales professionals the SPS Institute in the Franconian village of ways is considered as a market-leading provider of sales consulting and training in the pharmaceutical and medical device industry. The managing partner of Fred R. Strauss worked previously as a marketing and sales manager and Managing Director of pharmaceutical companies. The customers of the SPS Institute include who-is-who of the pharmaceutical and medical device industry.

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