Page 64 - TCDB combined Book

40 The Complete DESIGN-BUILDER

Salespersons:

Salespersons, stereotyped as good “Salespeople”, will be of little value if
they do not have the training, experience or knowledge to obtain the
necessary project information to close the sale. The combination of sound
product and service knowledge, along with some basic selling ability and
attention to the Do’s and Don’ts will usually provide the best results.
The salesperson that asks for help to close the sale but otherwise has done a
thorough job in putting the project proposal together will be more beneficial to your total sales
effort. Team selling can be employed in nearly every situation if necessary and some companies
use this method for nearly all project sale closings. The combination of a technically sound sales
person and a seasoned professional salesperson will certainly increase the chance of closing the
sale. There are certain personality traits to be considered when selecting sales personnel for
sales-only positions. The sale of Design-Build services requires a knowledgeable individual that
can convey a client’s requirement through notes, detailed specifications and some preliminary
drawings or sketches. The basic qualities and attributes of the ideal salesperson include the
following.

Friendly and outgoing

Good communicator and listener

Pleasant personality

Well groomed and attired, makes good first impression

Firm handshake and maintains eye contact

Attainable personal goals and objectives set

Ambitious and energetic

Remuneration for salespersons can be based on salary, commission or a
combination of both. Before making any remuneration commitments an agreed
schedule of sales targets and objectives should be established. A wage scale
should be structured to provide a basic salary plus commission with some
incentive to earn extra money by meeting established sales targets. The sales
target should be based on realistic sales goals and the construction capability to execute the
secured projected volume of work.