On the surface, sales seems like a simple concept: One person buys something from another. However, it's much more than a transaction. The journey from initial interest in a product to close can be windy and complex, often requiring a personal touch to complete it.
If you're interested in starting a career in sales, you're in the right place to learn the fundamentals. We'll dig into the types of sales, common methodologies, and the qualities that make great salespeople.
What you’ll learn
What is sales?
Common sales terms
Essential sales strategies for success
Top sales methodologies to adopt
Essential sales roles
Qualities of successful salespeople
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What is sales?
Sales is the exchange of one thing of value for currency. Salespeople, often called sales representatives or sales reps, are responsible for finding and attracting prospective buyers, understanding their needs, and educating and nurturing them through the buying process. This involves building relationships and guiding customers toward a purchase decision, often with the help of sales software.Opens in a new window
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8 common types of sales
Sales is a broad concept, so it's helpful to break it down into the types of sales, highlighting the intricacies and strategies of each. Knowing how each type differs can help you choose the career path that's right for you.
1. Inside sales
Inside sales involves selling to customers remotely, often through live chat, video conferencing, email, or phone. These reps usually work in an office or from home (hence "inside") and rarely need to travel. Those based in an office may work in a call center or a shared environment.
Inside sales reps typically specialize in a specific product and can guide prospects through its features and benefits. Leads come from various sources, such as third-party lists, company-generated contacts, or inbound inquiries from web forms or social media. Some reps also support existing customers by upselling Opens in a new windowor cross-selling.Opens in a new window
An inside salesperson will:
Have specific sales quotas Opens in a new windowto meet
Reach out to prospectsOpens in a new window to set up appointments
Educate prospects and customers about products and services
Follow up on incoming leads Opens in a new windowfrom online engagement
Update customer data in a CRMOpens in a new window system
Some inside sales reps may not sell to customers directly. Instead, their job may be to qualify a lead Opens in a new windowand turn it over to an account executive who will continue the nurturing process. Opens in a new windowThis type of sales often requires adaptability to handle different customer profiles and engagement styles.