Training Reference - training, learning and development news

Browse topics

Home > News > July 2005 > 28-Jul-2005

Buyers give their views on suppliers’ sales skills

A new survey from sales training provider TACK International has found that 59% of buyers think that suppliers’ salespeople are fair to poor at using the telephone.

Less than a third said salespeople had good telephone skills and only 1% thought they were excellent.

The survey also found that salespeople need to be trained to use other forms of communication. 65% of the survey had access to audio telephone conferencing equipment but only 25% used it when communicating with suppliers. Similarly 25% of the sample had access to video conferencing but only 7% used it when talking to suppliers.

"Since many procurement cycles involved multi contacts (decision makers and influencers), the cycle time could be reduced through the use of audio/video conferencing," said TACK International’s Senior Training Consultant Hugh Alford.

According to the sample conventional face to face cold calling may be a thing of the past as only 1% of buyers found it acceptable compared to 5% when the last survey was conducted in 2002.

Letters, emails and telephone calls were still the preferred method of contact however 42% of buyers would find it unacceptable for a supplier to call them on their mobile during the working day.

Training and development books

Discover books on a variety of training and development topics at the Training Reference Bookshop

Source suppliers

Visit the Training Reference Directory to view supplier details for a wide range of courses, products and services.

Sponsored links

Back to top   

Source suppliers

Visit the Training Reference Directory to source suppliers for a wide range of training courses, products & services.

Sponsored links

Newsletter

Receive our FREE newsletter and keep up-to-date with the latest information. Click here to subscribe

Training Reference accepts no liability or responsibility for any direct, indirect or consequential loss or damage caused by the user's reliance on any information, material or advice published on, or accessed from, this website. Users of this website are encouraged to verify information received with other sources. E&OE. All trademarks acknowledged. © Copyright Training Reference 2003 - 2007