Thursday, 18 August, 2005
 
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  eNewsletter Issue 05, Highlights:
  • Observing good sales practice
  • Infectous Excuses in Sales
    
       
   

 


Observing good sales practice
By Vincent Ting

A few weeks back, I received a mailer asking me to visit a shopping centre to collect a free sleep eye mask that I'm somehow entitled to due to my credit card from a certain bank. Being a typical Malaysian, the offer of the free gift and the fact that the shopping centre was near my home was attractive enough to make me want to collect the gift. And so I went to the shopping centre, braving the rush hour traffic and spending a good 10 minutes looking for a parking space to get the sleep eye mask.
   


Phyllis Caring Home is a self-funded home for senior citizens who have no relatives to take care of them or from poor income group. Founded by Mdm Phyllis Nathan almost ten years ago, the home is located in a single storey bungalow in Section 12, Petaling Jaya. There are 12 residents at the home currently, 3 males and 9 females.

The home does not charge a compulsory care fee. The residents contribute to the Home to the extent of what they can afford to pay. Some contribute RM250, and some RM300.There are also some who are part-supported by the government Welfare Department. Some residents who cannot afford , do not pay at all. It generally costs RM 600 to maintain a resident at the Home.

The home is run by Mdm Phyllis Nathan together with two full time staff . All of them stay at the premises and offer 24hr guidance and help. They aid in preparation of meals, cleaning of the place, day to day errands, organizing activities for the patients like crossword puzzles and games, exercise programs, etc

The home appreciates donations towards the running expenses of the home and also gifts in kind. Volunteer doctors and general helpers are also welcome. Do feel free to just visit and have a chat to the old folks, it would greatly help to brighten their day.
Running expenses for the Home include:

1) Monthly rental of bungalow RM 2000 per month
2) Electricity bill RM 100 per month
3) Water bill RM70 per month

Consumables like rice, salt, oil, sugar, and toiletries like soap, shampoo, detergents are also much appreciated. For more information, kindly contact the home.

Contact persons:
No.19, Jln 12/12,
Petaling Jaya 46200
Selangor

Tel:03-7956 0799

Home manager: Mdm Phyllis Nathan


  
 

This is not my first time redeeming a free gift from these “collaborative” efforts of banks and various product companies. Therefore, I knew what to expect as I approach the exhibition space to collect my free gift. I expected that they would try to sell one of their products to me. A salesperson noticed me approaching with the mailer in hand, and he immediately offered me a chance to enjoy a 15 minute massage session on one of the many massage chairs on display. This was another “free gift” that I was entitled to for receiving the mailer.

As I enjoyed the massage, the salesperson excused himself to get someone to attend to me. After a few minutes, another salesperson, Tom* came over and gave the sleep eye mask to me and asked how I liked the massage chair. After hearing my positive response, he went on to explain the features and benefits of the chair. Tom’s explanations were very detailed and focused more on the benefits than features. He paused frequently to ensure that I understood his explanation. Tom was not pushy in his attempts to sell the chair to me, and I became more interested in the chair. Having sensed my interest, he moved on to introduce the price promotion and payment schemes. He also offered additional free gifts to sweeten the deal. Without me voicing my decision, Tom took the initiative to bring the necessary documents to finalize the sale.

From a sales point of view, his initiative can be rated as excellent as he was able to sense that I was ready to buy, and he went for the close. Not many salespersons would have been trained on how to close a sale, and even less would take the initiative to do it! Working in a training company that conducts sales and service programs, I knew that this guy was good in what he does. It was like watching a professional at work, and this guy was a sales professional.

After signing the relevant documents and ensuring everything was in place, he informed me about the delivery options, whereby delivery would be free and the company would make an appointment before delivering the massage chair and teaching me how to operate it after installation. I left the shopping center feeling glad that I was able to see a real sales professional at work and thinking that everybody involved directly in sales should be as “trained” as Tom.

*The name of the salesperson has been changed.

 

 

      
       
             
                 
   

 

“If you can dream it, you can do it.”

Walt Disney


  
                       
 

Walt Disney created the first ever multimedia corporation, he invented the theme park, and he came up with the first ever full-length animated movie.

Disney had a pretty miserable childhood, born into poverty in Chicago with a father who gave him no affection but plenty of beatings. Success arrived when Disney created Mickey Mouse a character perfectly in tune with the times. Disney is a man with persistence and would never take 'NO' for an answer for what he believed in.

He is a man with extraordinary vision and talent to bring entertainment to children and adults around the world today. And today Disneyland has claimed to be the happiest place on earth.

Walt Disney
Founder
Disney Corporation

 

 
     
                       
   

Infectous Excuses in Sales

The demands prospects have on sales professionals in today’s business climate is one that leaves nothing to be much excited about - at least from the sales person’s perspective. The threats of globalization and mergers have left cuts and bruises in many (but not all) sales professionals struggling to emerge as champions in the sales environment.

... More

 

  
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