TYPES OF SALESPERSONS
There are three main types of sales personnel
Order Handler - Least Effort
Order Taker - Medium Effort
Order Getter - Maximum Effort
Order Handler. The ticket-taker at the concert, the
checker at the food store -- these salespeople are working in a routine
selling environment. But due to the nature of their jobs, they will
be asked numerous questions by customers as well as hear complaints
about prices and services. A knowledgeable person with a pleasant personality
is especially needed for this job, because this is usually the person
who is dealing with the customer when the customer's money (payment)
is received.
Order-Taker. As noted in Figure 1, more creativity
is found in this job as compared to the order-handler. The counter attendant
at the fast food restaurant may take the order and then suggest that
the customer might also wish to buy a hot apple turnover. Pleasant personality,
fast service, and suggestion selling on the part of the order-taker
can result in many additional sales.
Order-Getter. For many businesses, the heart of the
selling process rests with the creative selling efforts of their salespeople.
Of course, one of the greatest problems is that there are numerous order-handlers
and order-takers in selling positions that should have order-getters
for optimum selling effectiveness. Clothing, furniture, jewelry, and
appliances are just some of the many items that call for order-getters
(a person who can handle a transaction, take an order and, most importantly,
get an order). As for services, the home security salesperson, for example,
who calls on a prospect because it is observed that the house has no
dead bolt locks, is making that special effort to be an order-getter.
Even though all selling situations do not call for order-getters, all
salespeople will be called upon to sell creatively from time to time.
It is for this reason that all sales personnel need to have a working
knowledge of the creative selling process.
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