Sales Techniques


Certain “principles” which can be applied in any selling scenario to increase sales, customer loyalty and positive word-of-mouth are shared, along with practical case evidence and success factors to provide salespeople with the methods to take control of the sales process.

Technique Overview

Sales Techniques

Sales Techniques Definition

Sales techniques encompass a range of methods used in the sales profession to exchange goods, services or other property for money. Sales techniques training is often provided to sales persons with an emphasis on how to sell a higher quantity of goods, in particular those of higher value (Dubinsky, 1980).

Sales Techniques Description *

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Business Evidence

Sales Techniques Strengths *

Sales Techniques Weaknesses *

Examples of Sales Techniques *

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Business Application

Sales Techniques Implementation *

Success Factors of Sales Techniques *

Measures of Sales Techniques *

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Professional Tools

Sales Techniques Videos *

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Further Reading

Sales Techniques Web Resources *

Sales Techniques Print Resources *

Sales Techniques References (4 of up to 20) *

  • Andreassen, T.W. (2000) Antecedents to satisfaction with service recovery, European Journal of Marketing, vol. 34(1/2), pp.156-175.
  • Alagöz, S.B., Ekici, N. (2011) Impulse Purchasing as a Purchasing Behaviour and Research on Karaman. International Research Journal of Finance & Economics, 66, pp.172-180.
  • Bachelor, L. (2012) Scottish & Southern Energy fined £1.25m for doorstep sales techniques. The Guardian, May 4th. Available at: http://www.guardian.co.uk/money/2012/may/04/scottish-southern-energy-ruling.
  • Baldoni, J. (2009) Use Salesmanship to Energize Your Organization. HBR Blog Network, Sep 10th. Available at:http://blogs.hbr.org/baldoni/2009/09/how_salesmanship_can_energize.html.

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