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The Selling Process: With An Emphasis On Personal Sales
The Selling Process: With An Emphasis On Personal Sales
Types of Selling
Prospecting
Cold Canvassing
Orphaned
Prospect Pool
Centres of Influence
DirectMail
Observation
The Approach
Amity Business School
Need Assessment
Amity Business School
Presentation
Amity Business School
which results in
which enables you to
Risk is hidden reasons behind many failures to sell
To tackle that use :a) Reference selling b) demonstrations c) trial orders d) gurantees
Could be oral or written proposals and/or supporting
materials.
Helps buyer also to participate in the process and the
presentation is not just one sided.
Continued..
Chinese Proverb: Tell me & Ill forget, show me & I may remember,
involve me & Ill understand.
Product Demonstrations: Demo should be complete and as identifiable as
possible. Latest technology( graphics, sound, video etc.) can be used to
make that happen.e.g. American Airlines
Types of presentations:-Canned presentations; Organised & Tailored Presentations
- boosts salespersons confidence.
- Use tried and tested sales technique.
- Assurance that complete story would be told
- simplifies sales training
A prepared presentation done poorly without feeling is a dismal experience !
Continued..
Developing effective presentations:
- keep
it simple
Meeting Objections
Objections should be welcome, since it indicates prospects
interest in the offering.
Akin to a hurdle race.
Can be in the form of doubts, minor objections or obstacles
While responding to the objections, following techniques
may be used:
- Listen completely.
- Clarify the objection
- Respect the prospects concern.
- Respond to the objection
Continued..
Negotiation
Types of objections
Follow-up
This is a post-purchase/sale step.
Reps must make certain that they answer all the buyers
questions and that the buyer understands all the details of the
contract, delivery of the product, buyers overall good
experience with the product and the company.
Follow-up forms an imperative part of relationship marketing.
Selling Process
Transactional
Prospecting
Affiliative
Consultative
Enterprise
Closing
Presenting