Business Standard

Face-to-face selling hits a wall

By understanding the new normal, you can recalibrate your sales machine to become even more productive


Ambi Parameswaran
How will you sell your exciting new equipment to a potential customer if he or she refuses to let you into their office? Not that they are rude or not interested in your offer, simply because their new corporate policy says “no visitors”.

How will a medical representative (MR) promote your new brand to a doctor if the latter is not permitting any medical representative to enter his/her chambers?

Those trained in the personal selling skills (PSS) pioneered by Xerox in the 1970s will be aware that equipment sales does not happen in one step. There is a pipeline that you need
Disclaimer: These are personal views of the writer. They do not necessarily reflect the opinion of or the Business Standard newspaper

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First Published: Jul 30 2020 | 11:55 PM IST

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