Part II: Annotated References (25 points) Length: 2 pages You will need to conduct research using credible sources for this report, based on your career/field. The sources may come from databases, trade journals, or other written publications directly related to your field of study. This is a good opportunity to explore the types of sources that professionals in your field use to stay current with trends and developments. You will need to locate a minimum of 5 sources for your annotated references page, though you may choose to not use all of these sources in your report. You may also need to seek out additional sources as you write your report; you will not need to create additional annotations for those sources. Remember, any sources you cite in your report will need to be listed in your final references page. Each annotated reference should have 3 parts: 1. An APA-style citation for a references page 2. A summary of the source 3. An explanation of how this source will be used in your report Sales and Sales management Chapter 4: The sales force Andrés Coronel Before selection process Before searching for candidates, establish the characteristics for the job position Set a list of criteria ex: technical knowledge, experience, etc. Consider the current situation of your team and your sales plan Job description Recruiting sources Campus recruiting Contingent staff On-line job sites Company Web site Job fairs Newspaper ads Recruiting firms Trade associations and magazines Referrals by company employees Internal candidates Selection process Application form Interview Psychological test Hiring Investigation and reference Characteristics of a salesperson Ambitious Caring Dedicated Driven Ethical Moral Passionate Patient Results-Oriented Supportive Smart Understanding Able to Help Motivate Collaborative Empathetic Strategic General training General Company information Company operating information Product/service information Marketing information Sales training Sales training ►Developing a selling personality.  ►Methods for prospecting.  ►Analyzing consumers.  ►Sales approaches.  ►Methods for organizing the sales presentation.  ►Communication and persuasion.  ►Handling objections.  ►Closing. Methods of training Lecture Discussion Demonstration Role playing On-the-job training Coaching Coaching “I cannot teach anybody anything. I can only make them think” Socrates Coaching: Goal setting Method Set your own goals. Set the stage. Get opinions and facts. Relate your opinion and facts. Develop specific goals with specific plans (together). Follow up. Sales and Sales management Chapter 3: Negotiation Andrés Coronel Negotiation N.

1. Part II: Annotated References (25 points)
Length: 2 pages
You will need to conduct research using credible sources for
this report, based on your career/field. The sources may come
from databases, trade journals, or other written publications
directly related to your field of study. This is a good
opportunity to explore the types of sources that professionals in
your field use to stay current with trends and developments.
You will need to locate a minimum of 5 sources for your
annotated references page, though you may choose to not use all
of these sources in your report. You may also need to seek out
additional sources as you write your report; you will not need to
create additional annotations for those sources. Remember, any
sources you cite in your report will need to be listed in your
final references page.
Each annotated reference should have 3 parts:
1. An APA-style citation for a references page
2. A summary of the source
3. An explanation of how this source will be used in your
report
Sales and Sales management
Chapter 4: The sales force
Andrés Coronel

2. Before selection process
Before searching for candidates, establish the characteristics for
the job position
Set a list of criteria ex: technical knowledge, experience, etc.
Consider the current situation of your team and your sales plan
Job description

3. Recruiting sources
Campus recruiting
Contingent staff
On-line job sites
Company Web site
Job fairs
Newspaper ads
Recruiting firms
Trade associations and magazines
Referrals by company employees
Internal candidates

4. Selection process
Application form
Interview
Psychological test
Hiring
Investigation and reference

5. Characteristics of a salesperson
Ambitious
Caring
Dedicated
Driven
Ethical

6. Moral
Passionate
Patient
Results-Oriented
Supportive
Smart
Understanding
Able to Help
Motivate
Collaborative
Empathetic
Strategic
General training
General Company information
Company operating information
Product/service information
Marketing information

7. Sales training
Sales training
►Developing a selling personality.
►Methods for prospecting.
►Analyzing consumers.
►Sales approaches.
►Methods for organizing the sales presentation.
►Communication and persuasion.
►Handling objections.
►Closing.

8. Methods of training
Lecture
Discussion
Demonstration
Role playing
On-the-job training

9. Coaching
Coaching
“I cannot teach anybody anything. I can only make them think”
Socrates

10. Coaching: Goal setting Method
Set your own goals.
Set the stage.
Get opinions and facts.
Relate your opinion and facts.
Develop specific goals with specific plans (together).
Follow up.

11. Sales and Sales management
Chapter 3: Negotiation
Andrés Coronel
Negotiation
Negotiating is leading other’s thoughts and actions toward an
agreement

12. Mutual discussion and arrangement of the terms of a transaction
or agreement
A process used by parties in an attempt to reach agreement
Negotiation strategy
Clearly define the purpose of trading; the goal
Gather the necessary information
Motivate the other to close the deal
Choose the method of negotiation

13. Good negotiation
You can reflect on the following questions:
Did I close the deal?
Did I get what I expected at the beginning?
Did the other get satisfied with the deal? Will he make deals
with me again?
Negotiation stages

14. Prepare
Information exchange and validation
Bargain
Conclude
Execute
Some advices
Always negotiate with ethics
Reject the first price
Everything is writing
Avoid concessions without immediate compensation
Create links
Take care of image

15. Do not make promises that you cannot keep
Put yourself in the other shoes
During negotiation
Do not argue
Don’t make the first offer
Lead the negotiation
Be eloquent
Demand respect
Do not get angry
Extend the negotiation
Listen to the other
Wait in silence
Do not be naïve
Read between lines
Do not admit cheating

16. At the end of negotiation
Maintain your limits
Concessions after closing
Make new contacts
Stand firm
Be kind
Analyze your data
Win-win negotiation
Make multiple offers simultaneously

17. Include a matching right
Try a contingent agreement
Negotiate damages upfront
Search for post-settlement settlements
Closing techniques

18. Prevention for objection
Narrowing choices
Emphasizing key features
Handling a third party
Getting the signature or approval
Common causes for objections
The buyer lacks trust in the company or the salesperson.
The buyer has a natural resistance to change in her purchasing
habits.
The buyer does not have the required financial capacity to make
the purchase.
The buyer does not need the product or service.
The buyer needs more information or fails to recognize her
needs.
The buyer assigns a higher priority to the purchase of other
products

19. Considerations for handling objections
Show a positive attitude, is normal for a prospect to have
objections
Objections can be minimized providing enough information
All objections should be carefully analyzed, especially to
determine if the buyer is close to buying but is deliberately
delaying a decision by presenting superficial objections
Proof benefits of the product or service by demonstration,
comparison and appealing the prospect’s need.
Methods for answering objections

20. Agree and qualify
Agree that the objection is valid
Delay the answer
Politely deny that the objection is valid
Pass up or ignore the objection
Ask questions for further information
Make the objection serve as a selling point

21. Project Presentation
Andrés Coronel

22. Choose a company that you own or have worked in.
Describe the current organizational situation in sales and sales
management
Work on a sales plan to help this company.
Apply as many subjects review in this course
Introduction
Organization description
Initial situation
Plan description

23. Application
Conclusion
Project EvaluationEvaluation CriteriaContent25%Written
presentation25%Application of the
knowledge25%Creativity25%Total100%

24. SALES AND SALES MANAGEMENT
Project week 1
Choose a company and describe the organization and the sales
department and sales process. Give enough information about
the products and/or services ir offer
Project week 2
Give a diagnostic of the current sales situation of the company.
Get all the information as possible.Project week 3
Start developing a plan to help this organization to increase
their sales. Start stablishing a sales plan and the sales process.
Create a negotiation process to succeed in closing
deals. Proyect week 4
Include a selecting process in case you consider you need to
increase the sales force, and a training program that help to
develop the skills of the sales team. Apply al the methods you
will use. Explain the results and give the conclusions.