What sales representatives are the most successful? At Mercuri International, the best sales representatives have a mix of competencies that belong to areas of Assertive Selling – exuding confidence – and Consultative Selling – presenting yourself as the friendly expert. Sales representatives of this kind combine a “will to win” with an understanding of the customer’s business model. They have the courage to knock on doors high up in the customer hierarchy, and they have the skills needed to lead conversations towards results.
Mi White Paper – The Changing Environment For The Sales Manager 0