This would affect the business repute and would disable the sales man from building inter personal relationship that can allow him to make more sales in future. So, the sales man should never focus on the hidden agenda, because the customer will eventually come to know of it. This is especially of importance in a personal sales environment where interpersonal relationships are the key to building long term beneficial relations. In a traditional sales environment, imposing the hidden agenda of sales and being misleading will damage the image of the business and reduce customer loyalty (Galper, 2014). A sales man needs to understand the implications of a sales behaviour to be more self-restrained, and be less tempted to focus on a single sale rather than building long term relation. This is again something that I can tell with personal experience because I have never revisited a shop or store where I have been misled.Another important aspect for a sales man in this context understands his sales territory. This requires a complete understanding of the products and the customers that the sales man targets.
When informing the customers that they are mistaken about some product, it is not compulsory that the sales man should highlight the flaws, in fact they should highlight the pros of the product while negating the need of the areas where it lacks. This is a two-prong approach because it will enable the customer to correct their belief, and will also allow the sales man to engage the customers for the sales (Ehmann, 2015). However, being too assertive with the features makes the customers recognize that the sales man is promoting a hidden sales agenda. Here again, the sales man needs to have a good understanding of his/her territory to know how to project the features. The features should not be projected in a manner that causes the customers to think that the sales man is working with a script rather than educating the customer.So, what I can learn from the topic here is that sales is not simply about making a product leave a shelf, it is about the building of a long term relationship with the customers so that the products can leave the shelf on a consistent and regular basis. This requires the sales man to promote a credible image of the business and maximize the value of the sales for the customers.