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Sales Management (Chapter 2) - Sales Straeties and Functions of A Sales Manager....
Sales Management (Chapter 2) - Sales Straeties and Functions of A Sales Manager....
Chapter 2
(Text Book: Chapter 1)
1-4
The Strategy Hierarchy
Corporate
Strategy
Marketing Strategy
Sales Strategy
1-6
Creating a Marketing Strategy
1-7
What Markets Do We Serve with
What Products?
Effective Market
Segmentation, Targeting and
Positioning required
The challenge is to find a
sustainable competitive
advantage
To achieve competitive
advantage a firm needs
expertise, technology or a
patent that is difficult for others
to copy.
1-8
Product-Market Grid/
Sales Growth Model
1-9
Market Penetration Strategy
Direct Licensing or
Exporting Franchising
Joint Venture
Direct
or Strategic
Investment
Alliance
Product Development Strategy
1-15
Customer Relationship Management (CRM):
Key Terms
1-18
Selling Approaches
1-19
Selling Approaches
Prospecting
Pre- Approac Need
&
approach h Identification
Qualifying
Identify
Learn as much Make a Identify customer’s
qualified
as possible relationship actual requirement
potential
about customer
customers
Presentation
& Handling Closing
Follow-up
Demonstratio Objections Sale
n
Ask for an
Tell the product “story” & Overcome customer To insure customer
order/ Sale
focus on customer benefits objections satisfaction
confirmatio
& repeat business
n
Prospecting and Qualifying
1-24
Pre-Approach
Feature Evidence
Benefit Agreement
1-29
Presentation and Demonstrations
1-32
Handling Objections
Prospecting
Transactional
Affiliative
Consultative Closing
Presenting
Enterprise
1-36
Sales Leaders
1-37
Responsibilities of Sales Executive
1-40
END of the CHAPTER