I have the pleasure to be in the shoe ofa salesman who does corporate sales. He is now the deputy genaral manager of TATA COMMUNICATION. He ussually do a lot of corporate sales.
According to him corporate sales is a easy as well as tough job. East because the number of initial calls one is making is very less and tough because the funnel is shallow and new demand creation is very tough. To do a effective corporate sales one should have a very clear idea about the product and also should now the lopholes of the same. He should also be ready to face the questions regarding loopholes of his product. Also he should now the where abouts of the compititors product.
And one should be a very good listner tobe a effective corporate salesman.
According to him salesman are not born but they are made in the sun rain and telephone. So, experience gives him that idea which cold call can turn into a actual purchase order. And also according to him getting purchase order is not the only thing that the deal is closed, till the cheque is recieved. But in corporate sales retaining a customer is very important. Because customer genaration in corporate sales is lower.
Also, corporate sales is very risky , because if the customer is not convinced by your product you may loose a lot and in the next day your graph will show a downward trend. So, yes it is risky but if one can find the right person right time and be in the right place then for him corporate sales is just nothing odd, and he will easily can be able to move above the ladder.
These are the things which i can learn wearing his shoe for a day of two hours.
Submitted By:
Anjan Chawdhary
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