Main problems affecting Marv Flaningan’s performance were found both inside and outside his personality. The problems in personality traits include aggressiveness, nonprofessional behaviour, lack of knowledge about proper sales techniques, and falsehood which he showed while dealing with the clients. The external traits which are affecting his performance include improper guidance from his supervisors and lack of professional training opportunities.
As far as knowledge about product is concerned, it is essential for the sales rep to have extensive knowledge about the characteristics, strengths and weaknesses about the product he is selling. He must possess information about the variety of product the company sells along with the availability of each product in stock. A well-informed sales rep will be able to cater his client in a far better way.
For starting B2B sales, the company should consider 6 stages of selling process. The first stage of prospecting has already been done and three newly established 5-star hotels are selected. Second step is opening the relationship, which means how to approach the customer. For this purpose, decision maker, demands and influence relative to the customer must be known. Third step is to qualify the prospect, that is, to make the prospect feel the need of the product. Fourth step is to transmit the information and core competencies to the prospect and pursue him to become customer. Fifth is to close the sale, that is, to make transaction and final deal. Sixth is the final step of providing services to the customer, taking feedback and satisfying his demands. The most important steps in the selling process are fourth and sixth step. It is really important that how a seller transmits his potential information to the client to pursue him. Secondly the most important of all is providing above satisfactory services to the client as it is said that a satisfied customer is a regular customer.