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Sales development is the act of training a agent in the act of sales. Sales, which can be done individually or as part of a team, is where a person sells a merchandise or service to a buyer. It is often believed that selling is the same as marketing but there is a distinct difference - marketing exists to advocate a item by making it attractive to a potential buyer and, through this, may passively generate a sale. On the other hand, a sales agent actively speaks with a potential client, showing specifically how their goods or service can help the client by giving them detailed information. The best sales agent is someone who works in conjunction with their client and performs to answer the customer’s wants and goals with the product or service to be sold.

Sales is an important part of modern business models. Not only does the sales team sell a corporate product or service, they also act to generate unique corporate opportunities and generate customers for their company, thereby supporting and cultivating their company’s customer base and industry standing. Sales is often the community face of a business so it essential that proper sales development is provided to the sales team so that they can do well in their selling role but also know how to be the best promoter possible for the product and the company.

There is a range of methods a corporation can employ to connect with their client. Direct sales - where the business interacts directly with their client - is probably the most recognized. The most recognized direct selling methods are door-to-door selling and telemarketing; in both cases the corporation directly connects with the buyer at home or at their place of business to inform them about the goods. Another way of direct selling is ‘consultative selling’ whereby the business interacts directly with the buyer but initially starts by collaborating with the client about what goods or services they need and creating solutions in consultation with the buyer. Companies also traditionally sell goods through retailers - so called ‘middle men‘ - and through mail order, while the rise of the internet has given companies a new medium in which to deal with potential customers. As can be seen, there is an incredible variety in the way companies contact, connect and potentially sell to a customer, which has increased the necessity of sales training.

Sales development concentrates on the range of techniques a sales agent can use when directly dealing with the buyer, so integral in these days of direct selling. Although there are a range of particular methods tailored for different varieties of selling, the main thought behind outstanding sales practice is five-fold: analyze a client’s needs, offer solutions to the client, discuss the advantages of the product, overcome any indecision the buyer may have and close the sale. This methodology can sometimes be shortened to a three-part methodology: discover the client, present to the client and close the sale.

Sales development courses are widely available with many training institutions and expert businesses offering courses that you can take in person or via correspondence or the internet. Many large businesses have also developed their own in-house sales training programs. There are also a plethora of books available on the topic.

Competent sales development will always stress the need to ask customers questions in order to better offer them solutions, will always stress the importance of knowing your merchandise and will include motivational material, as selling is a high-pressure occupation that not only requires a lot of self-motivation but also deals with a lot of rejection as well.

Incentive programs, what they’re for and how to use them are also included in a lot of sales development. These ’sales incentive programs’ or SIP’s, are a method used to encourage a sales person and lists specific goals for achievement, which aims to focus selling activity.

Sales development will teach you self-motivation, direction and excellent communication talents and, as such, would stand any person in good stead for any leading role outside of sales, as well as within.