The way that the customer's business Ws Numbers List works and 2) the way that the sales professional's own business works. This Ws Numbers List understanding is only possible when a sales professional has what is called "business acumen." Business Ws Numbers List acumen goes beyond basic financial literacy, which is the ability to interpret the numbers on a financial statement.
It incorporates an understanding Ws Numbers List of how corporate strategy impacts those key numbers. Business acumen provides sales Ws Numbers List professionals with deeper insight into customer needs and makes it easier for reps to Ws Numbers List strategically position products and services. Armed with business acumen, a salesperson can find ways to make positive changes in the customer's finances.
Picture and in the seller's position Ws Numbers List too. Here's an example. Imagine three sales reps (A, B and C) from three different plastics Ws Numbers List suppliers, all vying to become the replacement vendor to a manufacturer of printed circuit Ws Numbers List boards (PCBs). Rep A is an old-school "order taker." To get the account, he offers the customer a 10 percent discount below what its current.