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How Pro-Active Salespeople Can Increase Their Yearly Income Through Diversification

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  • Casey Moher
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      How Pro-Active Salespeople Can Increase Their Yearly Income Through Diversification

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      There are a variety of salesmen and saleswomen in the business
      world, and each possesses a different approach to their work.
      Salespeople, depending on their fields of work, can be divided
      into two categories: proactive or reactive. It is important for
      any salesperson to understand what type of sale he or she is
      making, and to tailor their technique according to the client at
      hand.


      Additional Article Information:
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      837 Words; formatted to 65 Characters per Line
      Distribution Date and Time: 2008-07-01 12:12:00

      Written By: Casey Moher
      Copyright: 2006-2008
      Contact Email: mailto:casey.moher@...


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      How Pro-Active Salespeople Can Increase Their Yearly Income Through Diversification
      Copyright (c) 2006-2008 Casey Moher
      Cash Retrieval Systems
      http://www.CashRetrievalSystems.net



      There are a variety of salesmen and saleswomen in the business
      world, and each possesses a different approach to their work.
      Salespeople, depending on their fields of work, can be divided
      into two categories: proactive or reactive. It is important for
      any salesperson to understand what type of sale he or she is
      making, and to tailor their technique according to the client at
      hand.


      The Reactive Salesperson

      A reactive salesperson may be described as a person working at
      any type of retail enterprise. For example, an appliance salesman
      is a reactive salesman. People come to the appliance store
      because they are looking to make a purchase, or because they want
      to check the prices of available products; they might willingly
      seek out the salesperson for help or advice.

      The local home improvement store's appliance expert does not
      have to go out and attract potential customers. The customer
      knows of the store by various marketing and media, and enters
      with the intent of either purchasing or preparing to purchase
      merchandise. Now it is the appliance salesman's job to
      accommodate that customer and fit him or her with what they are
      looking for.


      The Proactive Salesperson

      Proactive salespeople are those who must go out and find
      customers on their own. Even if they sell a quality product that
      people are familiar with, many of them still must target
      potential clientele and encourage interested customers to make a
      purchase. A proactive salesperson often commands his or her own
      income, which is based on a commission of their sold properties
      or goods. Simply put, the more sales this individual makes, the
      more he earns from his hard work.

      An example of a proactive salesperson is a real estate agent.
      This person has a product that consumers may be interested in
      purchasing, but since customers may choose which real estate
      agent they elect to use, the agent must create a name for him or
      herself in order to attract business. Another example of a
      proactive salesperson is an insurance agent. It is not uncommon
      for there to be multiple agents selling policies for the same
      company; therefore, the individual agent must utilize a unique
      selling point in order to encourage customers to do business
      through him.


      Diversification

      Since a proactive salesman depends on commission as income, it is
      often a good idea for him to diversify and expand his available
      product line. The idea of having multiple products or services
      available for sale means that the salesperson has more
      opportunities to earn money. Diversifying also means that the
      proactive salesperson is not being forced to "put all of (his)
      eggs in one basket." He or she is not forced to depend on one
      product or service, which may prove unpopular at any given time
      in the marketplace. Instead, by offering an array of products,
      that salesperson will have a greater chance of appealing to the
      customer.

      Let's imagine, for example, what might happen if the insurance
      company that an agent works for is the target of some negative
      publicity. That negative publicity could cost the insurance agent
      the majority of his business and income; if this is the only
      service that he sells, he will face a dangerous disadvantage.

      If the same insurance agent has multiple products and services to
      sell, then negative publicity may hurt his earnings, but it will
      not put him out of business. If the publicity was aimed at the
      company's auto insurance policies, but he offers life and
      homeowner's insurance as well, customers may still be interested
      in coverage through another branch of the company. Certainly
      then, it is a smart (and safe!) move for proactive salespeople to
      offer multiple products or services and to diversify their
      offerings.

      Diversification will also help the proactive salesperson deal
      with seasonal demands. Some products or services experience a
      lull in demand throughout the year; diversification can help the
      proactive salesperson survive these slower periods. The proactive
      salesperson that offers a product that is in demand when his
      other products are in low demand will be a successful
      salesperson.


      Resell Services

      A proactive salesperson can easily diversify by reselling
      services and products for others. This may be considered an
      affiliate or consignment program of sorts. A proactive
      salesperson already has knowledge of the local market, and has
      the sales skills that are needed to succeed within that market.
      Resell services are a great option, especially if there is a
      national product or service that may not be currently available
      in the local market. By bringing in affiliate agencies or product
      lines, the salesperson would hopefully detract business from
      alternative venues like internet or catalog shopping.

      If you work as a proactive salesperson, then you may want to look
      into methods of diversifying yourself so that you can survive
      market lulls or any other problems that may arise in your primary
      line of business. By allowing yourself this safety net, you may
      even find that you are more in demand as the purveyor of
      desirable goods or services in the marketplace.






      ---------------------------------------------------------------------
      Written by: Casey Moher - http://www.CashRetrievalSystems.net
      Casey's company specializes in helping reunite commercial
      property owners with their hard-earned cash, by helping them to
      locate and retrieve money overpaid in a variety of areas. If you
      are a proactive-type sales person who is interested in adding
      other opportunities to leverage your time for profit, then Casey
      can help you. If you believe that some of your current business
      contacts might benefit from Casey's Cash Retrieval Systems it
      would be a good idea to visit his website. Your clients can get
      a No-Risk and No-Obligation analysis of their situation with some
      quick-to-get information.

      You can make some nice money helping your clients get more
      of their own money back. You will also earn a new and
      improved perception in your client's mind as you expand
      your usefulness to them in these unique ways. Visit
      http://www.cashretrievalsystems.net for more information.


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