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Impact model of sales capabilities

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John Talbot
John Talbot

The IMPACT model is a knowledge-based model based around accumulated knowledge from field accompaniment with sales people. This has two uses, firstly a tool for field accompaniment and individual development, secondly for senior management to make a general assessment on members of the sales team from enquiry and discussion. firstly

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I.M.P.A.C.T. Model of Sales Capabilities. Adept Responsive to different customer personalities and traits. Behavioural Flexibility. Emotional Intelligence. Problem Solving Context Recognising internal and external factors in planning activity and monitoring performance Market Awareness Self-Organisation Goal -Setting Techniques Applying appropriate sales techniques to achieve results. Questioning Persuading Committing Interpretation Understanding and acting upon the true significance of a sales situation. Sensitivity Awareness Comprehension Motivation Maintaining a positive approach, projecting confidence, demonstrating ambition. Drive/Energy Enthusiasm Resilience Process An appreciation and application of effective sales processes to achieve successful results. Structure Communication Team working Copyright BusinessbuildersNZ

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Impact model of sales capabilities

  • 1. I.M.P.A.C.T. Model of Sales Capabilities. Adept Responsive to different customer personalities and traits. Behavioural Flexibility. Emotional Intelligence. Problem Solving Context Recognising internal and external factors in planning activity and monitoring performance Market Awareness Self-Organisation Goal -Setting Techniques Applying appropriate sales techniques to achieve results. Questioning Persuading Committing Interpretation Understanding and acting upon the true significance of a sales situation. Sensitivity Awareness Comprehension Motivation Maintaining a positive approach, projecting confidence, demonstrating ambition. Drive/Energy Enthusiasm Resilience Process An appreciation and application of effective sales processes to achieve successful results. Structure Communication Team working Copyright BusinessbuildersNZ