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SalesSales, or the activity of selling, forms an integral part of commercial activity. As a practical implementation of marketing, it often forms a separate grouping in a corporate structure, employing separate specialist operatives known as salesmen (singular: salesman or salesperson). The primary function of sales is to find and close leads, turning propective customers into actual ones.
From a marketing point of view, selling is one of the methods of promotion used by marketers. Other promotional techniques include advertising, sales promotion, publicity, and public relations.
Moral strictures applied to marketeers often apply even more vigorously to those in sales. People selling second-hand cars, real estate or encyclopedias (of the non-Wikipedia variety) often come in for particular disdain. Sellers of snake oil have become stock figures for mirth at their quackery: they merge with the category of the confidence trickster or the carny.
The propensity of salespeople to treat customers badly can be attributed to greed, ignorance and game theory. Game theory says that if you play a zero-sum interaction only once without iteration, treating your customer as an adversary is the optimal strategy for your success. However a cooperative strategy such as tit-for-tat is best if ongoing dealings and interactions are expected. This insight is behind so-called consultantive sales techniques which ared used by Saturn to sell cars, as well as for most direct Business-to-Business sales.
Forms of selling include:
- Direct Sales - involving face-to-face contact
- retail or consumer
- door-to-door or travelling
- business-to-business
- Indirect - human-mediated but with direct contact
- telephone or telesales
- mail-order
- Electronic
- Agency-based
- consignment
- multi-level
- sales agents (real estate, manufacturing)
Compare : trade, merchant
See also : marketing, promotion, Contract of sale, list of marketing topics, sales techniques
Sales is a commune of the Haute-Savoie département in France.
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Holden Corporation A sales consulting and training firm specializing in total sales effectiveness. http://www.holdencorp.com/
Sales Training International Offers courses that include customer service excellence series, telephone etiquette, trust and rapport, active listening skills, problem solving, defusing anger and stress control. http://www.traincustomerservice.com/
Sales Motivation Solutions Training company offering custom designed basic and reinforcement sales training to sales organizations through the US. http://www.sales-train.com/
SellBetter Rich Hamilton works with companies who want to sell better and with CEOs who want to make selling part of the company culture. http://www.sellbetter.com/
John Arthur Associates Training and consulting in sales. Public and private seminars. http://www.jaassociates.com/
Salesmasters International Sales and marketing training with internationally recognised master sales professional, trainer and award winner. http://www.salesmasters.com.au/
Savage and Greene Teaching persistence, integrity, and guts. Programs include sales, customer service, and success for reluctant sellers. http://savageandgreene.com/
Crossell Consulting and Training Sales and negotiation consulting and training focused on gender related differences in business to business client interactions. http://www.crossell.com/
SuccessWay.com Internet road guide to network marketing success. http://www.successway.com/
Sales Training by Design Customized sales training for the service industry. http://www.salesbydesign.com/
LMA Sales Training UK Sales, support, and management training and consultancy for suppliers of IT systems, services, software, and consultancy. http://www.lmonk.dircon.co.uk/
Training Results A properly voice-trained executive or salesperson can be twice as effective as one that has not been trained. http://www.nkemp.demon.co.uk/trframes.htm
Rick Segel Sales trainer for retail and small businesses with keynotes, seminars, training, and break-outs. http://www.ricksegel.com/
Power Development, Inc. Results driven sales training using self study, workbooks and coaching for business to business sales professionals to improve technique, territory management, and sales. http://www.powersales.com/
TMC Group Sales and management training for financial services, banking, and mutual funds industries. http://www.tmctraining.com/
Sales Training Institute A wide range of both live training and products for companies in highly competitve markets. http://www.salesinstitute.com/
Kevin Davis Selling Systems Training, speaking and consulting services. http://www.customershead.com/
Action People Sales training company also offering management courses based in Australia. http://www.actionpeople.com.au/
HR Outfitters Offering sales, negotiation and leadership training. http://www.hroutfitters.com/salestraining.htm
Esales Consultants Offers sales and time management training programs. http://www.esalesconsultants.com/
Strategic Direction Works with clients to refocus strategy, develop skills, identify new products and services or bring about change. http://www.strategicd.com/marketing.html
Sales Training Institute Offers professional management sales training and negotiation courses, programs and seminars for online, phone and in-person sales presentations. http://www.sales-training-management-institute.com/
Industrial Ego Sales Offers persuasion courses, programs, and coaching for sales professionals and entrepreneurs. Includes articles, tips, techniques and email newsletter. http://www.industrialego.com/
Mercuri International Sales training and development consultancy. Expertise includes sales performance, strategic competence management, and individual competence development. http://www.mercuri.net/
AtLinx High Tech Sales Training Offers alternatives to traditional selling techniques for UK and European sales teams. http://www.atlinx-sales-training.co.uk/
Selling to the Executive Suite American Dallas based 2 day triaining seminar for sales professionals selling to executives. Offering articles, online video, and quiz. http://www.sellingexecutives.com
Gemini Resources Group Seminars, workshops, and webinars on sales techinques that will help close any sale. http://www.geminipro.com
Unlock the Game Cold calling and follow up methodology. Available in training, self-study program, keynote speaking. Email questions answered. http://www.unlockthegame.com
Bob Janet Marketing Trainer, marketing consultant and speaker specializing in customer-centered relationship marketing skills and techniques. http://www.bobjanet.com/
Corporate Dynamics Sales and customer service training. Services, testimonials, and contact information. http://www.corporate-dynamics.com/
CustomerCentric Systems Specializes in training and workshops for defining and implementing organizational sales processes. http://www.customercentricsystems.com/
Knowledge Brokers International Ltd. Consulting, sales training systems, and leadership development company. List of services, business philosophy, team leaders, list of clients, and articles. http://www.kbitraining.com/
Phoenix Training and Development Offer sales, management, team and personal development courses. Company profile and contact details. http://www.phoenix-training.co.uk/
Professional Sales Academy Offers certificate programs and courses, especially of interest to salespeople, executives and business owners. Lists programs, FAQ, registration, resources and sales systems. http://www.salesacademy.ca/
Sales Xcellence Offers in-house sales training and public sales training workshops. http://www.salesxcellence.co.uk/
Ted Tate Sales trainer offers training on cold calls, telephone selling, prospecting, closing sales and negotiation. http://www.trainingexpert.com/
BreakThru Unlimited Creators of Salesology and training the powers of persuasion. NLP training available. http://www.persuasiontraining.com/
Complete Training Solutions Offers sales and management training courses. http://www.complete-training.com/
Advantage Performance Group Provides sales training and consulting. Based in Tiburon, CA. http://www.advantageperformance.com
Coffman Group Sales development specialist located in Kansas City, offering executive training and strategic sales management. http://www.coffmangroup.com
Kinder Brothers International Sales training and management consulting seminars and workshops. Includes self-taught sales training videos, interactive multimedia CD-ROMs, and sales books. http://www.kbi.cc
Exhibitrain Company Provides training materials and live seminars for companies that sell exhibit space at trade shows. http://www.exhibitrain.com/
Mullins Media Group Management Consultant conducts Sales, Leadership, Customer Service and Telemarketing training programs. http://www.abovebeyond.net/
Sales Improvement Professionals Provides training for sales and technical employees. Marketing programs, compensation, maintenance agreement programs, employees interviews and testing. http://www.siptraining.com/
STT Associates Offer a variety of training and personal development programmes. Includes course descriptions, client comments, and FAQ. http://www.sttassociates.co.uk/
Calum Coburn Associates Sales negotiation training and consultancy solutions. Includes negotiating articles and famous quotes. http://www.calumcoburn.co.uk
Success Training Academy Sales training, basic to advanced selling skills by Robert Taylor. http://www.successtrainingacademy.com/
Persuasion Publishing Sales training for selling advertising space. Newsletter and free subscription resources. http://www.adsalespeople.com
Irwin Pollack Company Sales training and professional speaker selling online media. Resource rich site with articles and tips. http://www.irwinpollack.com
MN Sales Training Sales training and short articles. Also offering some management and recruiting training. http://www.mnsalestraining.com/
SRI Corp Delivering training in sales, negotiation, management and coaching. http://www.sricorp.com
The Sales Group Technology industry sales diagnostics, web based and instructor led training. Free monthly newsletter. http://www.sales-group.com
JP Sales Training Training focussing on sales in the motor bike and motor vehicle industry. Also offering technical motor product training. http://www.jpsalestraining.com
Strategy Development Group Provides sales and marketing strategy programs, and tools to implement and manage these programs. http://www.strategydevelopment.com
SMM-ART Consultancy Services Mumbai based company provides customized corporate sales training in selling, negotiation and leadership skills, and channel management. http://www.smm-art.com
Sales Bull Offers sales management training for stock brokers, financial planners, bank representatives, and wholesalers. Features information about services, training programs, and client management software. http://www.salesbull.com
Sandler Sales Institute Provides sales management training and program. Offers international and domestic franchise for sales training, coaching, and sales management techniques. http://www.sandler.com
Karr Associates Offers workshops, keynote speeches and coaching for sales professionals. Features articles, books preview, and e-reports. http://www.ronkarr.com/
Onirik Pty Ltd Sydney based company specialising in customised sales training and coaching. Using theory of constraints and NLP. http://www.onirik.com.au
Darst & Associates, Inc. Offers sales education solutions and guidance services worldwide. http://www.darstinc.com
Acuity Sales Training Offers sales team training and development through classes and seminars. Located in Dallas, TX. http://www.salesmadeeasy.com
Fairmont Financial services sales training and coaching. Offers sales surveys. http://www.fairmontusa.com
Merrill Lehrer Keynote speaker, consultant and trainer for retail salespeople. Includes articles and book advertisement. http://www.retail-samurai-sales.com
Joseph Guertin Associates Sales training, coaching and speaking offering a streetfighter product. Offering articles & resources. http://www.excellence2000.com
Intellworks Inc. Telesales interactive training which teaches making live calls. Includes ezine and downloadable ebooks to purchase. http://www.intellworks.com/
Dancing Lion Training and consultancy specialising in the development of sales and telesales, offering various other programmes. http://www.dancinglion.co.uk/
Quanta Partners Sales coaching and training with Kathy Garland. Monthly newsletter. http://www.quantapartners.com/
Gant & Donald Communications, Inc Nonverbal Selling Seminar to increase sales. http://www.nonverbal-sales-seminars.com/
London Management Consultants Sales training with some additional management training courses. Consultancy and coaching approach. http://www.london-management.com
Rocky Romeo LLC Sales speaker, trainer, consultant and coach with small business focus. Free Ebook. http://www.edutekbds.com
Integrity Systems Inc Sales training and consultancy also offering management training. Online learning and resources. http://www.integritysystems.com
Keystone Sales Training Larry Vogel sales trainer for small and medium-sized companies. http://keystonesalestraining.com
Sales Sense Speaking, training and consulting for business conferences, staff training, and business growth. http://www.salessense.com.au/
The Brooks Group Offers sales and sales management training. Sign up to receive the monthly newsletter. http://www.brooksgroup.com
The Sales Training Consultancy Sales training courses, sales consultancy and sales related products. http://www.salestraining.co.uk/
Unity Solutions Consulting specialists in customer profitability sales training. http://www.unity-solutions.co.uk/training.htm
PerformBIZ.com Courses for salespeople and sales managers in traditional field sales, telesales and call centers for over fifteen years. http://www.performbiz.com/
Maximum Impact A sales training consultancy. http://www.maximum-impact.co.uk/index.html
Sales Teknologies A sales trainer providing training and motivational products for business meetings and seminars. http://www.salesteknologies.com/index.html
NV Training Solutions Sales and recruiting training provider. Online schedule available. http://www.nvtraining.com/
MOHR Development Providing training and consulting solutions for high-performance sales and service organizations. http://www.mohrdev.com/
Spearhead Training Sales and management training programs from trained experts, with solutions to improve business performance. http://www.spearhead-training.co.uk/
Positive Results Offering sales training, consulting, motivational keynotes and inspirational messages. http://www.positiveresults.com/
Total Selling Systems Simple, new and powerful ideas on selling that are professional, practical and make perfect sense. http://www.totalselling.com/
Signature Inc. A customer service training company with guaranteed training programs. http://www.legendary.net/
Peak Performance Management Sales management training and assessments. Includes email Newsletter. http://www.superiorselling.com/
The Connor Group, Inc. Specializes in developing customized training programs in the areas of sales and marketing. http://www.connorgroupinc.com/
Max Sacks International Training programs, products and services focussed on selling. Media to purchase and free tips available. http://www.MaxSacks.com/
Professional Sales Training Sales keynote speakers, trainers, facilitators and consultants. Includes Articles. http://www.SalesSpeakersAndTrainers.com
Negotiation Skills Academy - Europe Corporate negotiation in-house training, consulting and interventions. Offering newsletter, articles and self-assessment quiz. http://www.negotiationeurope.co.uk/
Meeting Medic Sales training resources, media and consulting. Online tests and free exercises. http://www.meetingmedic.com/
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