This module is suitable for first year Accounting studies and is aligned to:
- Accounting 1A (UNISA FAC1501)
Simply Successful Selling a concise, practical and comprehensive self-study book for new salespeople in retail, manufacturing and services sector.
It deals with each step of the selling cycle, as well as how to handle difficult prospective customers, and understand buyer behaviour and buying signals. Furthermore it examines the most recent developments in selling techniques, such as the application of neurolinguistic programming.
This book is aimed at new or prospective salespeople who need basic selling skills, and is suitable for retail, manufacture or service industry enterprises and salespeople.
The selling cycle
Preparation: planning the sale
Qualifying customer needs
Negotiating sales with customers
Closing the sale
The final greeting
Follow-up or aftercare
Getting repeat business and referrals and building a loyal customer base
Understanding buyer behaviour and buying signals
Understanding the application of neurolinguistic programming and body language to selling
How to handle difficult prospective customers.
• The different types of difficult customers
The things great salespeople do right all the time
The most common mistakes made by average and poor salespeople.
Facilitating the meeting of minds between salespeople and customers.
Dispelling some common myths about selling.
The primary objective of this book is to provide prospective or new salespeople with comprehensive knowledge and skills that they will be able to apply to the selling process in any sales situation.
The secondary, or specific, objectives are to ensure that prospective or new salespeople acquire the necessary knowledge and skills in order to