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I think its best to do a research for the company, their products, portfolios and engage to available sources using (your) experiences by evaluating personal knowledge through senior colleagues or internet means, customer handling procedures and good relations with clients.
You should make sure you have full knowledge of the organization you are representing,all products,understand the the market segment,customers,potential customers and competition as well.
Understand the present position of the company in Market and possibilities of improvisation with an effective plan.
If a new product is being introduced into the Market, is it appropriate for the price to be high whilst competitors prices are low?
make sure that you have full knowledge a bout ( client , product, market , competitor and your company ) be ready to tell your potential client this is what you need
Sales and Marketing are back bone of any company and the whole functioning of office depends on the performance of this department.
It is very important to assess the person with not only the qualification but also appearance, confidence, handling the situation etc. He should be timely convertable to rapid changes and moods of buyer and his personality should be such that there is no sign of nervousness. He should look assuring and re-assuring always. A rapport is necessary to make with clients on family level where they feel free to talk about their basic day to day problems freely.
A basic graduate can be excellent Sales person whereas an MBA may not come true on the hallmark due to lack of exclusive qualities as mentioned above.
In short the Company runs on the business Sales department brings and that is where lies the importance and accentuation to the above points
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