How can an organization’s sales operation be improved? One of the key to becoming more effective 1_____ ______ is to first determine the type of “selling process” which needs to be used. With other words, the role the salesperson 2___________ must play has to be identified. There are three different processes sales staff can adapt: narrative, suggestive and 3___________ consultative. The narrative approach depends on the salesperson move quickly into a standardized presentation. Every buyer 4___________ receives the same presentation. Emphasis is to highlighting 5_____ ______ benefits and how the product or services can help the buyer. This is an effective approach if the buying motive for all customers is basically the same. This process is well suited which there are a great number of prospects to be called on. 6__________ The suggestive approach depends on the seller being in a position to offer alternated recommendations. 7__________ This is quite different from the narrative approach as the presentation is tailored to the individual customer. Here, the salesperson must initiate some discussion in order to get the buyer in a negative frame of mind. 8__________ The consultative approach requires the salesperson to have a thorough understanding of the customer and what the customer is trying to achieve. The role of the salesperson is to become an adviser or consultant and she/he must acquire a great deal of informations from the customer. With this information 9__________ the salesperson can plan what to offer the customer. Hiring, training, motivating and rewarding salesperson need to be linked the type of sales process being used and 10__________ that where the problem starts. A key issue in developing a professional sales organization is in first establishing the sales process. When the decision has been made, all other sales decisions, including hiring, training and rewards can be linked to it.