Three basic principles have been shown to increase sales. The first principle is to make more calls. To get more orders, it only makes sense to make more calls. In addition to contacting more potential customers, the salesperson will also get better at making calls because of the practice. Although the exact number of calls to increase the volume of sales will vary with the product, encouraging the sales force to add even a few more calls to their goals has produced good results for all types of businesses.
The second principle, contacting people who hold higher positions in the organization, is effective for two reasons. In the first place, it is more efficient to contact someone with the authority to approve the sale. If the call is made to a lower-level employee, a salesperson may be referred higher and a second call may be necessary. In the second place, if the call is made to a person who holds a lower position, that employee will probably have to take the idea up the line to a higher-level supervisor and will probably not be able to make as strong a case for the sale as the salesperson who made the original contact.
Clearly, closing is the most important part of a sale. If a salesperson continues the conversation without closing, the sale may be lost. Rushing the customer is not a good idea, but when potential objections have been addressed, creating a sense of urgency with some kind of deadline or incentive, and doing it earlier rather than later, will improve the chances of making the sale.Summarize the main points in the lecture, and then explain how they cast doubt on the ideas in the reading passage.
The reading passage discusses three basic principles of business for increasing sales. However, the speaker in the lecture mentions that recent research have called those traditional ideas into question.
First of all, the lecturer holds that high volume of calls correlates with sales of items that cost less but it does not prove true for expensive items. In fact, the opposite is true. A bigger decision is needed for expensive products as the company would make a large expenditure. Hence, a high quality call should be made by a well-informed salesman. Unfortunately, the salesperson would have to cut the preparation time for calls in order to make a large number of them. Thus, the salesman would sound less informed about the product, which could affect the sale.
Second, the author argues that more calls should be targeted to high-level employees who have the authority to approve the sale. Nevertheless, according to the lecture, research results revealed that the same level of success could be achieved through an even distribution of calls across all levels of the organization. The speaker further elaborates that salesmen who call higher level employees would have to answer more specific questions about the product, which needs a better understanding of the company that the regular sales representatives would not be able to demonstrate since preparation time was limited as discussed in the previous point.
Lastly, the excerpt contends that once customer's objections and concerns have been addressed, the salesperson should show a sense of urgency through offering a deadline or incentives. The listening casts doubt on this argument. The professor indicates that when the salesperson puts effort early on in the sale, the chances area higher for the sale to close more easily without imposed pressure. He expands more by saying that addressing consumer concerns, summarizing benefits and proposing a next step is enough to encourage the closing of the sale without deadline or incentives
| Post date | Users | Rates | Link to Content |
|---|---|---|---|
| 2019-10-10 | bishoy | 65 | view |
| 2018-08-29 | mehrnazsadr | 50 | view |
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Grammar and spelling errors:
Line 5, column 451, Rule ID: LARGE_NUMBER_OF[1]
Message: Specify a number, remove phrase, or simply use 'many' or 'numerous'
Suggestion: many; numerous
...aration time for calls in order to make a large number of them. Thus, the salesman would sound le...
^^^^^^^^^^^^^^^^^
Line 5, column 568, Rule ID: WHITESPACE_RULE
Message: Possible typo: you repeated a whitespace
Suggestion:
...e product, which could affect the sale. Second, the author argues that more call...
^^^^^^^^^^^
Line 15, column 317, Rule ID: POSSESIVE_APOSTROPHE[1]
Message: Possible typo: apostrophe is missing. Did you mean 'chances'' or 'chance's'?
Suggestion: chances'; chance's
...n puts effort early on in the sale, the chances area higher for the sale to close more ...
^^^^^^^
Line 15, column 582, Rule ID: WHITESPACE_RULE
Message: Possible typo: you repeated a whitespace
Suggestion:
... the sale without deadline or incentives
^^^^^^^
Transition Words or Phrases used:
but, first, hence, however, if, lastly, nevertheless, second, so, thus, well, in fact, first of all
Attributes: Values AverageValues Percentages(Values/AverageValues)% => Comments
Performance on Part of Speech:
To be verbs : 9.0 10.4613686534 86% => OK
Auxiliary verbs: 10.0 5.04856512141 198% => OK
Conjunction : 5.0 7.30242825607 68% => OK
Relative clauses : 15.0 12.0772626932 124% => OK
Pronoun: 15.0 22.412803532 67% => OK
Preposition: 40.0 30.3222958057 132% => OK
Nominalization: 6.0 5.01324503311 120% => OK
Performance on vocabulary words:
No of characters: 1713.0 1373.03311258 125% => OK
No of words: 319.0 270.72406181 118% => OK
Chars per words: 5.36990595611 5.08290768461 106% => OK
Fourth root words length: 4.22617688928 4.04702891845 104% => OK
Word Length SD: 2.80969043043 2.5805825403 109% => OK
Unique words: 191.0 145.348785872 131% => OK
Unique words percentage: 0.598746081505 0.540411800872 111% => OK
syllable_count: 525.6 419.366225166 125% => OK
avg_syllables_per_word: 1.6 1.55342163355 103% => OK
A sentence (or a clause, phrase) starts by:
Pronoun: 1.0 3.25607064018 31% => OK
Article: 15.0 8.23620309051 182% => OK
Subordination: 0.0 1.25165562914 0% => More adverbial clause wanted.
Conjunction: 0.0 1.51434878587 0% => OK
Preposition: 2.0 2.5761589404 78% => OK
Performance on sentences:
How many sentences: 15.0 13.0662251656 115% => OK
Sentence length: 21.0 21.2450331126 99% => OK
Sentence length SD: 72.3103189194 49.2860985944 147% => OK
Chars per sentence: 114.2 110.228320801 104% => OK
Words per sentence: 21.2666666667 21.698381199 98% => OK
Discourse Markers: 6.6 7.06452816374 93% => OK
Paragraphs: 4.0 4.09492273731 98% => OK
Language errors: 4.0 4.19205298013 95% => OK
Sentences with positive sentiment : 6.0 4.33554083885 138% => OK
Sentences with negative sentiment : 4.0 4.45695364238 90% => OK
Sentences with neutral sentiment: 5.0 4.27373068433 117% => OK
What are sentences with positive/Negative/neutral sentiment?
Coherence and Cohesion:
Essay topic to essay body coherence: 0.152199392084 0.272083759551 56% => OK
Sentence topic coherence: 0.0478626922104 0.0996497079465 48% => OK
Sentence topic coherence SD: 0.0450996486259 0.0662205650399 68% => OK
Paragraph topic coherence: 0.0895517955174 0.162205337803 55% => OK
Paragraph topic coherence SD: 0.020894641509 0.0443174109184 47% => Paragraphs are similar to each other. Some content may get duplicated or it is not exactly right on the topic.
Essay readability:
automated_readability_index: 14.5 13.3589403974 109% => OK
flesch_reading_ease: 50.16 53.8541721854 93% => OK
smog_index: 8.8 5.55761589404 158% => OK
flesch_kincaid_grade: 11.5 11.0289183223 104% => OK
coleman_liau_index: 13.87 12.2367328918 113% => OK
dale_chall_readability_score: 9.58 8.42419426049 114% => OK
difficult_words: 99.0 63.6247240618 156% => OK
linsear_write_formula: 7.0 10.7273730684 65% => OK
gunning_fog: 10.4 10.498013245 99% => OK
text_standard: 10.0 11.2008830022 89% => OK
What are above readability scores?
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Rates: 90 out of 100
Scores by essay e-grader: 27 Out of 30
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Note: the e-grader does NOT examine the meaning of words and ideas. VIP users will receive further evaluations by advanced module of e-grader and human graders.