Why field representatives fail at closing sales- Pharm. Oyeniran

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The real reasons behind the failure of most client service executives in achieving sales target might not be far-fetched from what pharm. Tunde Oyeniran, CEO, White Tulip Consulting Limited, described as barriers to communication.

Oyeniran, who was facilitating the first training session of the year, organised by Pharmanews- WhiteTulip, for the upgrading of Pharmanews field force, said communication is highly essential in achieving sales goals and objectives. He divided human communication into three parts, namely: visual and non-verbal communication 55%, voice tone 38 % and words 7%.

He listed the main reasons for marketers’ failure in sealing businesses to include: fear; stereotype; noisy transmission; cultural differences; interpersonal relationship; and assumptions, stating that reps should keen in understanding the personality of their clients.

Oyeniran, who is also a sales life coach, advised reps to always do holistic analysis of their clients’ sales activities, in order to boost their customers’ base, adding that they must make conscious efforts to be good listeners, if they must succeed.

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