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“Sales Culture” Reprise!

January 11, 2013 11 comments

We have heard about sequels and prequels to movies and books and now I have come across a few more such terms while searching for the “right” one to use for this follow-up article, specially because I intend to write a sequel using the comments from readers (all of you, to be precise) and this happens to placed ahead of that. Confused? I am in the same state. But let me complete explaining my discovery before moving on – interquel, postquel, paraquel and circumquel are the other terms I discovered. Go on, check them out!

You think “pre-sequel” will fit the bill?

The article “Sales Culture” generated a lot of discussion and strangely all of it had to do with some element in the story other than the central plot – only two readers spoke about the focus area of my article which being the impact of geography or community on Sales.

I think the confusion arose on account of the staccato style I adopted for this article. Trying to be brief I placed some ideas on paper instead of offering a great lot of detail on the central theme. The thought behind that was for the readers to respond without restraint and then take the discussion forward to a conclusion, jointly.

Well, I did get a lot of useful insights, here and on the Sales Coach Blog page on Facebook, but they are less about Sales and more about the impact of parental or peer pressure on career choices.

However, one of the readers who spoke about the central theme found the behavior of the Salesman, in the mobile phone store, laudable because he did not intervene – but, my friend is a telecom engineer and is aware of the features of a phone (He is the tech savvy and internet savvy customer who prefers to study his requirement well before he goes for the purchase – he probably would know much more than the salesperson). Isn’t that the exception than the norm? What if he were purchasing a product he did not know much about and what if he had not done any research on the Internet before going to the store? Won’t more buyers fall in this category?

Yes, it is better if the Salesperson stayed at a distance and stepped up to help only when he or she is called (s/he need not go for an intense Sales Pitch – I am sure my friend has had an overdose of encounters with bad Salespersons) but does that mean s/he should ignore the customers totally and be oblivious to what is happening in the store?

I was also not speaking about the impact (presence or absence) of motivational strategies used by organizations. The other reader who responded to the theme had hinted that probably there was no competition from the outside or within the organization and there was no incentive to perform, by which he meant that people were happy with less.

Let me rephrase here that my query in the previous article pertains to Selling Skills, Persuasion Skills, and Influencing Skills in the context of nations, communities and culture; We can discuss other elements later on.

– Is there a geographical, regional, societal bias in approaches to Selling or being sold to?

– Do we Indian not like being sold to?

– Are Indians different in the way they sell, let’s say, from Africans?

– Have you found a trend in support of the above or is it just my imagination?

– Is there some other motivator or factor involved that I am not aware of?

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