dta WORLDWIDE recently attended the 3rd annual conference for the United Professional Sales Association (UPSA) in Johannesburg South Africa.  UPSA exists to enhance the capability and competence of Sales Professionals.  It does this through sharing of expertise and information.  The conference this year attracted around 125 delegates from a wide range of industries.  dta WORLDWIDE were invited to attend and a presentation was made by Malcolm Dawes, Managing Director.  Malcolm spoke on Sales Leadership which attracted significant interest from delegates who spoke with the dta representatives at the exhibition at the same event.  During the UPSA conference  dta announced the launch of a new alliance partnership with Innovex South Africa.  Innovex are renowned for their sales expertise and provision of outsourced sales teams, company analysis, sales and management training.

The new partnership means that Innovex will represent dta WORLDWIDE in South Africa and offer the full range of services.  Click here for contact details of dta in Johannesburg

In the past few weeks there have been some interesting discussions around selling.  We work quite a bit in the Pharmaceutical Industry, where for example selling is rather different than in other industries.  For example, as a medical sales person, there normally isn’t an order taken.  Usually its a matter of gaining agreement from the customer - usually a doctor - to prescribe your product when they see the right patient.  Regardless of the industry or the customer, one thing is true of all sales situations.  People buy from people.  The product or service is important.  It has to be good.  It has to perform what it says "on the box". 

If the relationship isn’t managed well between sales person and customer - it matters not how good the product or service is.  It is equally true of post sales service and follow up.  Many industries don’t even think to follow up with a customer once they have been sold something.  There is a lot of evidence that by having good customer service and follow up that repeat business will follow.  That is also true of complaints.  The more you are able to manage complaints and have strong customer relationships, the more likely the repeat business.  Think about it.  When you have been dissatisfied with a service or product what happens when you complain?

If you are given a replacement or a refund or have the broken thing fixed - you are happy and likely to tell others of your satisfaction in things being put right.  If you are not given what you want - you will tell even more people never to use that company’s product or service.

Ensure your sales people develop the skills to manage relationships before, during and certainly after the sale.  That way you might just increase your returning customers.

See more about customer service here.