Characteristics of modern selling

1- Customer retention and deletion:? according to the Pareto Principle, 80 percent of a company’s sales come from 20 percent of its customers.

2- Database and knowledge management: the modern sales force needs to be trained in the use and creation of customer databases, and how to use the internet to aid the sales task.

3- Customer relationship management: customer relationship management requires that the sales force focuses on the long term and not simply on closing the next sale.1 The emphasis- sis should be on creating win-win situations with customers so that both parties to the interaction gain and want to continue the relationship.

4- Marketing the product: the modern salesperson is involved in a much broader range of activities than simply planning and making a sales presentation.

5- Problem-solving: It’s not only your job sales but if you have an issue you must work to solve it.

6- Satisfying needs and adding value: The role of the modern salesman identify the needs of the customers.