ภาษาญี่ปุ่น และ เรื่องราวญี่ปุ่น By Shuriken

Prospecting
Successful salespeople spend 45% of their time in prospecting activities. That's right; 45%. Cold Calling, networking, researching new companies and people to speak to is the single biggest area of time spent in sales activity. The lesson here is that even once you've achieved a certain level of success in sales, you can't stop prospecting. Consistent prospecting is one of the most important things you can do to get and TO STAY successful.

Presenting
20% of the successful salesperson's time is spent in front of prospects - understanding what the prospect does, and presenting solutions as to how their product or service can help the prospect.

Product Knowledge/Product Malleability
Another 20% of time is spent on activities and skills related to product knowledge and product malleability.

There is an important distinction between product knowledge and product malleability: product knowledge means understanding the technical side of what your product or service does or how it works. For example, if you were selling computer software, product knowledge means that you have a basic understanding of how to operate the software, and what it is capable of. It would mean that you understand the technical requirements in terms of hardware and peripherals necessary to run the software you are selling.

Personal and Professional Development
Successful salespeople spend 15% of their time honing their skills through classes, workshops, books, tapes, meeting with mentors and any other things that will help them improve. They make a consistent, concerted effort to find ways to improve on an ongoing basis. They don't say "I know all there is to know." They recognize that no matter how successful or experienced they are, there is always room to improve - and they put forth the effort to improve their own skills.