Guidebook for Improving Sales for a Company: a Case Study of Company X
Kanerva, Maria (2012)
Kanerva, Maria
Laurea-ammattikorkeakoulu
2012
All rights reserved
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2012092113792
https://urn.fi/URN:NBN:fi:amk-2012092113792
Tiivistelmä
Efficient customer management is essential for modern businesses. Companies need to be able to understand the principles of excellent customer service and effective selling. Nurturing competence in both areas will affect the company customer base and cash flow positively.
To be professional in selling and to be able to persuade customers requires specific competences, knowledge, motivation and highly developed interpersonal skills from the salesperson. The seller needs to be able to manage all the steps of sales processes in order to provide the customer with the best possible solution and to make a successful sale.
The purpose of the thesis is to contribute to the know-how and skills set of the salespeople at Company X in the areas of selling and persuasion. The objective of this thesis is to give suggestions and to guide the salespeople in their work and to document different methods of persuading the customer.
The thesis provides the company with a written out plan of sales processes within the company. The theoretical chapter of the thesis is in the form of a guide to the work of the salespeople, and consists of basic information about selling, different sales processes, different personality types, persuasive questioning methods and other critical tools that can increase the company‟s sales and customer flows.
The study was executed during the spring and summer of 2012 using qualitative research methods. The research data were collected by interviewing the company‟s employees. The outcome of the research was useful; it met the demands. The theoretical chapter fitted the company‟s sales culture and it provided the company a written plan of various sales processes.
Keywords salesperson,
To be professional in selling and to be able to persuade customers requires specific competences, knowledge, motivation and highly developed interpersonal skills from the salesperson. The seller needs to be able to manage all the steps of sales processes in order to provide the customer with the best possible solution and to make a successful sale.
The purpose of the thesis is to contribute to the know-how and skills set of the salespeople at Company X in the areas of selling and persuasion. The objective of this thesis is to give suggestions and to guide the salespeople in their work and to document different methods of persuading the customer.
The thesis provides the company with a written out plan of sales processes within the company. The theoretical chapter of the thesis is in the form of a guide to the work of the salespeople, and consists of basic information about selling, different sales processes, different personality types, persuasive questioning methods and other critical tools that can increase the company‟s sales and customer flows.
The study was executed during the spring and summer of 2012 using qualitative research methods. The research data were collected by interviewing the company‟s employees. The outcome of the research was useful; it met the demands. The theoretical chapter fitted the company‟s sales culture and it provided the company a written plan of various sales processes.
Keywords salesperson,