What does the word Sales mean
When I begin my
session on selling skills, I often ask, "What is sales?" I receive
various responses, including art, science, profession, persuasion, targets, and
satisfying customer needs, among others.
Let’s explore a
couple of scenarios to understand what sales truly are.
In the first
scenario, a company approached a prospect and received oral confirmation of an
order, followed by a purchase order sent via email. Once the purchase order was
released, the salesperson felt very pleased, and the store's team initiated the
supply of the product, which was then delivered along with an invoice that
allowed for payment in 15 days.
In the second
scenario, the situation is quite similar; however, this time, the product was
supplied, and payment was successfully received into the company’s account.
Considering these two
scenarios, who do you think completed the sale?
The answer is the
second scenario, not the first. While it is true that a product was supplied
and an invoice was raised in the first scenario, the true essence of a sale is
getting payment for the product or service rendered. A sale is only considered
complete once the money is received, and only then is the salesperson eligible
for incentives.
No transaction can be
categorised as a sale, and no order can be considered a sales target
achievement without payment. A sale is finalised once the money reaches the
account.
M.L. Narendra Kumar
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