Contrary to popular opinion, new products do not “sell themselves.” Even the best products need the help of skills sales people. Selling skills are at the heart of a successful marketing program.

For more information on this topic, see the links listed below of articles posted on related Web sites.

Salesperson Characteristics

• Top Sellers: Characteristics of a Superior Salesperson – University of Florida Extension -- This document will focus on the benefits of being a top seller, the attributes of a top seller, the difference between tellers and sellers and how to define a top seller.
• Salespeople: Position Yourselves with Power – SalesVantage.com -- The position you, as a salesperson, occupy is a complex intertwining of the perception of your company, your solutions and yourself.
• Birth of the American Salesman – HBS Working Knowledge -- Modern sales management is a uniquely American story.

Prospecting

• Using Prospecting to Expand Your Customer Base – University of Florida Extension -- This paper will focus on three keys to successful prospecting.
• Prospecting – Entrepreneur.com -- A series of articles on prospecting new customers.

Sales Pipeline

• Building a Sales Pipeline – SalesVantage.com -- How do you get prospects who are not looking for the “things” you are offering to start to look?
• How Winners Manage Their Pipelines – SalesVantage.com -- Too many salespeople think that pipeline management is a bureaucratic burden placed on them just to keep their bosses happy.
• Using the Pipeline to Align Sales and Marketing – SalesVantage.com -- Marketing and sales teams will stay on target and manage the company’s opportunities better by using a buying pipeline.

Sales Presentation

• How to Create an Effective Sales Presentation – University of Florida Extension -- This document will detail the elements involved in creating an effective sales presentation. This includes preparing yourself for the presentation, planning and preparation of the presentation, and the actual presentation.
• Effective Oral Communication for Sales Presentations – University of Florida Extension -- Effective oral communication skills can benefit people in various fields and positions, but it cannot be taught as easily as most personal skills.
• Sales Letters and Proposals – Entrepreneur.com - How to write sales letters and proposals.
• Sales Meetings and Presentations – Entrepreneur.com - A series of articles on how to conduct sales meetings and make presentations.

Sales Calls and Referrals

• Cold-Calling and Telemarketing – Entrepreneur.com -- Everyone hates making cold calls--until they learn how to do it properly. Follow these seven steps to overcome your fear, and start dialing for dollars.
• How to Effectively Reduce Sales Call Reluctance – University of Florida Extension -- A wide variety of companies utilize direct selling to market their products and services. This document is intended for salespeople who must seek out potential customers, as opposed to waiting for prospects to enter a retail establishment.
• Obtaining Referrals to Increase Sales – University of Florida Extension -- This document will explore methods for gaining referrals in the sales industry based on how you service customers.

Successful Selling

• How to Sell in Start-ups – HBS Working Knowledge -- Getting that first customer is crucial for a new business, but it’s just the beginning.
• Ask the Sales Expert – Entrepreneur.com -- Articles on various aspects of sales.
• Tips from Sales Superstars – Entrepreneur.com -- Articles from sales professionals on how to be successful.
• Articles on Selling Tactics – SalesVantage.com -- A variety of articles on tactics to use in selling.
• Closing the Sale – Entrepreneur.com -- A series of articles on closing a sale.
• Customer Service and Retention – Entrepreneur.com -- A series of articles on using customer service and retention as a sales tool.