The document discusses the keys to professionalism in sales. It identifies five keys: [1] knowing your products inside and out so you can be a reliable source of information for customers; [2] establishing relationships with customers by learning about their specific wants and needs; [3] filling customers' needs by finding the right product and price match based on a conversation; [4] being accountable to customers after the sale to ensure satisfaction; and [5] maintaining a professional attitude and striving to improve.

1. Amity Business School What is Amity Business School
Professionalism ?
• A professional learns his products and the field
they compete in, prepares himself to practice in
Amity Business School that field and sells with the goal of succeeding
while too many others go about it as a means of
getting along.
Professionalism
Prof. P K Bansal
• Some of us sell; Others take orders. An order-
taker is a salesperson who does nothing but
show the product, recite the options and the price
list, and take the order. This type of employee is
rapidly being replaced by catalogs
Five Keys to
Amity Business School Professionalism Amity Business School
• The other extreme in sales personalities is the A professional knows his products.
pushy foot-in-the-door, high-pressure
salesperson. Fortunately, that's a nearly
extinct species. – To be a good salesperson, you must be
a good source of reliable information. To
be a good source of information, you
must know your field, the products in it
There are five keys to sales
and their comparative advantages. You
professionalism and sales success. must be able to deliver the information
that will help the customer make a
buying decision, hopefully in your favor.
Amity Business School Amity Business School
A professional establishes a relationship A professional fills the customer's
with the customer. needs
You get to know your customers by talking to There is a right product and price for every
them, in a controlled conversation with the shopper, and a professional will know what
goal of getting them to tell you the classic the customer wants, or at least should want,
answers: who they are, what they want, why after a short conversation.
they want it and how they expect it to
perform for them. People don't buy products, features, services
or price. People buy benefits.

2. Amity Business School Amity Business School
A professional is accountable to his A professional maintains a professional
customers. Attitude.
The sale isn't over until the customer is A professional maintains an attitude that
satisfied. Once he's made the sale, a what he does is important, and seeks
professional makes sure the product is constantly to do it better as a result.
delivered on schedule, makes sure it gets
installed properly, and makes sure that if
there's anything wrong, it gets fixed
promptly.