The nature (importance) of their work
Total Quality Management (TQM) and
the Sales Manger
TQM philosophy is changing many aspects of business
o Many sales management methods contradict TQM
o TQM uses salespeople to connect customers to the firm's internal
operations.
o
Role of the Salesperson in TQM
Must satisfy customer
o Must satisfy management
o
Video Conferencing
o
o
Combines voice and visuals
Saves time and money
What To Do
o
o
o
o
o
Edit information ahead of time
Interact!
Ask and answer questions
Have Audio Backup
Control noise and
interruptions
Practice and debug ahead of
time
What Not To Do
o
o
o
o
Have a clear, limited agenda
Don't let one person dominate
Body language is hard to read.
Don't use it.
Use it often to get comfortable with
the technology