Answer to Question #280466 in Finance for Jabs

Question

5.1  RESEARCH the concept of ‘direct selling’ and WRITE a summary covering the following:

5.1.1  The factors related to successfully developing, establishing and maintaining direct sales contacts between the buyer and the seller;

5.1.2  The factors related to organisation structure and method of operation of direct selling organisations;

The factors related to sales team organisation, training, motivation and incentives for direct selling organisations

Answer 1

5.1.1

Direct selling simply will not work if you do not have adequate interpersonal communication skills. Before you can consistently get customers to buy your products, they must trust you and connect with you as a salesperson. This is especially true if the products you sell through direct selling are higher priced and you must convince the prospect of their value. Direct sellers need to have a friendly demeanor and build trust quickly to get invited into a home or business.

Many direct selling jobs involve presentation skills. Sometimes, you have to stand in front of a group of prospects and present the merits of your company and its products or services. Product demonstrations are also common. Door-to-door vacuum sellers often spend a couple hours in a prospect's home demonstrating the product and explaining its benefits at the same time.

Product knowledge is critical in direct selling. Since you often sell one specific product or a line of related products, you need to come across as the expert in your product category. This establishes your credibility as the salesperson and helps maintain the credible reputation of the brand you sell. Top direct sellers spend hours, days or weeks learning their products before making the first call or knocking on the first door.

Closing a sale is important in any selling format, but it is necessary in direct selling. Some companies heavily emphasize assertive closing techniques. The close is the point at which all key concerns of the prospect are addressed and you need to persuade him to finalize the purchase. Confidence, persuasiveness and a certain amount of courage are keys to effectively closing deals. Some direct selling companies maintain strict quotas or conversation ratios to hold sellers accountable for closing deals.

5.1.2

ways to motivate your sales team:

1. Give work deeper meaning.
2. Make people feel valued.
3. Emphasize collaboration before competition.
4. Encourage and recognize initiative.
5. Keep check on who you do business with.
6. Celebrate small wins.
7. Encourage everyone to track wins.
8. Praise the group publicly.