SALES PROCESS

SANDEEP MANI
TRIPATHI
 Planning

Adidas
Planning could be
Boost a lot on the seen in the way they
basis of quality allocate space in the
techniques(CLIMA showroom(shelf
CONTROL) space)

Due concern on the

The way they
presentation of the
segregate the wide
products as well as of
range of foot wears
the salesmen

Prioritizing the
products according to
higher profitability
 Planning

Bata
A brand
All family brand synonymous with
especially in India any Indian brand
(positioning)

They focus a lot

Low cost
on the needs of
products with
their respective
higher quality
customers
 Planning

kalyani
Basic planning Least concern towards
regarding to shop is segregation of
done and not products and
pertaining to customer prioritizing
or sales

These shops basically

have to cope up with Less professional
the general approach towards the
competitors around customer
them rather than with (presentation)
the brands

No standard rules or
procedure for sale
 Introduction

Mall concept is
Ever smiling faces
prevalent

Sales men make heir

Sales men efficient
presence felt with soft
Customers serving enough in prioritizing
open ended queried
themselves products with higher
questions (how may I
margins (presentation)
assist you?)
 Introduction

A fully trusted
Lesser professional
brands when it
approach
comes to Indians

Lesser
Need fulfilling
presentation skills
form of selling is
on the part of
prevalent
sales men
 Introduction

Sales process commences

with straight forward Sales is made keeping in
open ended questions mind the price ranges of
pertaining to needs of the the customers
customers

Least concern on Least planning as to how

No mall concept
presentation to go about a customer
 Probing
Well established ways of probing and research is
employed from the corporate level itself

Professional salesmen are employed to get into

details about customer’s needs and preferences

Well established research and development and

sales department are there to cater probing

Well laid out means of periodical surveys and

promotional techniques is employed
 Probing

No frequent probing is done by Bata

Already has well established customer

segregations on the part of their needs

Least amount of promotional, probing and

market customer research is employed

Care is taken as to how their competitors

are innovating or dealing with customers
 Probing
Least probing

No need for probing or research is felt

Salesmen try to generate sales simply by influencing the

customers entering the shops owing to it being located
in a market position

No customer target , positioning is carried out

Presentation

Maximum stress They make

is given on to relevant
the changes in their
presentation of products owing
products and to their
salesmen extensive R&D

Stress is on to
Stress on the
the influencing
knowledgeable
power of the
salesmen
salesmen
Presentation
Lesser stress
on
presentation
of salesmen

Lesser
hospitable
atmosphere
Presentation
No stress on
presentation of
products and
salesmen
Large sales made
on the part of
influencing
power of the
salesmen
though they are
not that
professional
Overcoming objections

Well laid
procedures of
grievance
handling are
practiced

Standardization
of procedures
all over
Overcoming objections

Lesser
instances of
grievance
handling is
noticed

Objections
are though
welcomed
and
addressed
Overcoming objections

No stress on
catering the
problems of
the
customers

No well laid
rules are
followed