Assignment 1

ID #: A00364049
Name: Maged Mounir
Course : Professional Selling Skills
CRN : 1016
Done by : Maged Mounir 1
 A. 84 Ps of Professional salesperson

1- Patient 13-Persuasive 25-Promising 37-Plausive 49-Proactive 61-Proponent 73-Privileged

2-Personable 14-Phenomenal 26-Prosperous 38-Positive 50-Perfect 62-Percipient 74-Pathfinder

3-Placid 15-Pivotal 27-Proud 39-Positivistic 51-Productive 63-Perfectible 75-Purposive

4-Pleasant 16-Poised 28-Purposeful 40-Politic 52-Promoter 64-Placative 76-Plain

5-Polished 17-Pragmatic 29-Perspicacious 41-Potential 53-Profitable 65-Pleasurable 77-Painstaking

6-Polite 18-Precise 30-Presumptuous 42-Powerful 54-Profound 66-Pledged 78-Peremptory

7-Popular 19-Preeminent 31-Prepared 43-Practical 55-Pursuant 67-Pliable 79-Pacey

8-Praiseworthy 20-Principled 32-Punctual 44-Preferable 56-Peaceful 68-Pert 80-Pally

9-Precious 21-Pristine 33-Peculiar 45-Preponderant 57-Perky 69-Pioneering 81-Peerless

10-Passionate 22-Proficient 34-Perspicuous 46-Presentable 58-Playful 70-Predetermined 82-Perseverant

11-Perceptive 23-Prolific 35-Pertinacious 47-Prestigious 59-Prompt 71-Participative 83-Pertinent

12-Persistent 24-Prominent 36-Planned 48-Prideful 60-Prudent 72-Prescient 84-Pithy

Done by : Maged Mounir 2

 B. 64 types of knowledge

• Mission : is a statement defines what line of business a company is in, and why it

exists or what purpose it serves.
• Vision : is a statement describes where the company aspires to be upon achieving
its mission. 
• Objective : is a goal or outcome that you want your organization to achieve.
• Values : are the set of guiding principles and fundamental beliefs that help a group
of people function together as a team and work toward a common business goal.
• Policy : is a guideline to help employers dealing with employee accountability,
ompany health, safety, and interactions with customers. 
• Products : means all products or services produced, marketed, licensed, sold,
distributed or performed by or on behalf of the Company or any Subsidiary and all
products or services currently under development by the Company or any
Subsidiary.
• Operations : refer to activities that businesses engage in on a daily basis to increase
the value of the enterprise and earn a profit.
• Strategy : is an outline of the actions and decisions a company plans to take to
reach its business goals and objectives.
Done by : Maged Mounir 3
 B. 64 types of knowledge

• Trend : is a perceived tendency of financial markets to move in a particular

direction over time.
• Share : the portion of a market controlled by a particular company or product.
• Size : is the total number of likely buyers of your product or service within a
given market
• Segments : is a group of people who share one or more common characteristics,
lumped together for marketing purposes.
Market • Competition : is the rivalry between companies selling similar products and
services with the goal of achieving revenue, profit, and market share growth.
• Customer Mix : is a framework that helps focus on driving customer lifetime
value.
• Distribution channels : is a chain of businesses or intermediaries through which
a good or service passes until it reaches the final buyer or the end consumer.
• Growth : is the rise in the demand for a product or a service in the market.

Done by : Maged Mounir 4

B. 64 types of knowledge

• Sector
• Regulations
• Technologies

Industry
• New Trends
• Economic
• Supply Chain
• Threats
• Leaders

• Accounts Type
• Accounts Segments
Territor •
•
Leads
Market Potential
y •
•
Geographic Boundaries
Revenue Boundaries

Done by : Maged Mounir 5

B. 64 types of knowledge

• Products
• Pricing

Competi •
•
Reputation
Management

tor •
•
Financial position
Channels of distribution
• Brand awareness
• Business development

• Prices
• Features
• Forms

Product •
•
Packages
Production lead time
• Lifetime
• Applications
• Advantages

Done by : Maged Mounir 6

B. 64 types of knowledge

• Name
• Buying Behavior

Custo •
•
Need
Want

mer
• Demographics
• Psychographics
• Consumption
• Awareness

• Title
• Description
• Specifications

Job •
•
Work Environment
KPI
• Hierarchy
• Promotions & Training
• Salary & Allowances

Done by : Maged Mounir 7

C. Competencies of Salesperson
Technical
Skills
Human

Mental
Competencies

Abilities Physical

Core
Psychological
Competencies
Done by : Maged Mounir 8
C. Competencies of Salesperson

Skills

Technical Human
• Persuasive
Communication • Honesty
• Research and Planning • Empathy
• Problem-Solving • Helpfulness
• Objection Handling • Accountability
• Presentation Skills • Curiosity
• Negotiation Skills • Active Listening
• Time Management
Done by : Maged Mounir 9
C. Competencies of Salesperson
Abilities

Mental Physical Psychological

• Intelligent • Attractive • Enthusiasm

• Strong memory appearance • Ambitious
• Observation Ability • Cheerful • Optimism
• Self Awareness appearance • Emotional Stability
• Smart appearance • Patience
• Appropriate dress
• Driving

Done by : Maged Mounir 10

 C. Competencies of Salesperson

Planning and Organization – The ability to establish a process for

activities that lead to the implementation of systems, procedures or
outcomes
Results Orientation – The ability to identify actions necessary to complete
Core Competencies

tasks and obtain results

Goal Achievement – The overall ability to set, pursue, and attain
achievable goals, regardless of obstacles or circumstances
Flexibility – The ability to readily modify, respond to, and integrate
change with minimal personal resistance

Data Analysis – The ability to to read and analyze data

Customer Focus – Commitment to customer satisfaction

Done by : Maged Mounir 11
 Package Profit Partners Peers
D. 48 Ps of marketing
Procuremen Personal
Pilot Payment
t Selling

Production Proposition Providers People

Perceived
Purpose Platforms Publicity
Value

Promise Patience Penetration Personas

Product Properties Price Period Place Presence Promotion Position

Purchasing
PoD Process Pictures
Power

Physical
Proof Protection Pulse
Evidence

Psychologica
Planet Pleasure Prospects
l

Performance Policy Push/Pull Programs

PLC Prestige Done by : Maged Mounir Party

12
 D. 48 Ps of marketing Explanations
1-Packaging :If no one notices your product, no one will buy it. And if no one wants to buy your product after seeing it, no
on will buy it.
2. Pilot : People want certainty and there’s no better way to get certain about a purchase, than to test the product first.
3. Production : is a process of combining various material inputs and immaterial inputs in order to make something for
consumption. It is the act of creating an output, a good or service which has value
4. Purpose : the reason for which a product or a service is established, upon the users needs and wants
Product

5. Promise : the implied commitment made to customers by a company. A product promise is kept if the customer has an
experience that is at least as good as what they expected based on what the company told them beforehand.
6. Properties : Some product properties are always necessary for a customer. If any of these properties is missing, you can’t
make the sale. Identify what are the most important properties for your target audience.
7. Point of Difference : refers to the factors of products or services that establish differentiation. 

8. Proof : Using a trusted expert or a scientific study to demonstrate your products features.
9. Planet : to take your planet into consideration so that you don't give promote, package, or acquire any place for your
product, that may be detrimental for the planet
10. Performance : is a measure of functional aspects of the product.
11. Product life-cycle : is the amount of time a product goes from being introduced into the market until it's taken off the
shelves. 
Done by : Maged Mounir 13
 D. 48 Ps of marketing Explanations
1. Profit : describes the financial benefit realized when revenue generated from a business activity exceeds the expenses,
costs, and taxes involved in sustaining the activity in question.
2. Payment : It includes payment methods for a product or a service.

3. Proposition : is the offered value

4. Perceived Value : is the worth that a product or service has in the mind of the consumer. 

5. Patience : refers to the waiting to see the results before jumping in and changing everything. 
Price

6. Period : It includes payment periods for a product or a service.

7.Purchasing Power : is the amount of goods or services that can be purchased with a unit of currency. 
8. Protection : refers to protection through payment methods established specially online and after sale services such as :
return policies
9. Psychological :is a pricing and marketing strategy based on the theory that certain prices have a psychological impact. In this pricing
method, retail prices are often expressed as just-below numbers: numbers that are just a little less than a round number, e.g. $19.99 .
10. Policy : refers how a company sets the prices of its products and services based on costs, value, demand, and
competition.
11. Prestige : a pricing strategy in which prices are set at a high level, recognising that lower prices will inhibit sales rather
than encourage them and that buyers will associate a high price for the product with superior quality
Done by : Maged Mounir 14
 D. 48 Ps of marketing Explanations
1. Partners : are companies outside of your organization. They are distributors, resellers, agents, alliance partners, or many
other types of third-party companies that acts as a distribution channels.
2. Procurement : is a crucial division & part of the supply chain that leads to right distribution
3. Platforms : can be defined as a base or an interface which operate online and offline to reach big population to promote
and sell the products.
4. Providers : are individuals or companies that offers a product or a service and connect with consumer through the
platforms.
5. Penetration : is a measure of how much a product or service is being used by customers compared to the total
Place

estimated market for that product

6. Presence : is the message your organization communicates to its prospect and customer base.
7. Processes : Processes ease the customer experience, to make the customers experience with the product and its
company as frictionless as possible. It refers to the mechanisms, way or flow of activities by which a service is delivered.
8. Physical Evidence : refers to everything your customers see when interacting with your business. This includes: the
physical environment where you provide the product or service. the layout or interior design.
9. Pleasure : the environment where a product or a service is provided should be a pleasure
10. Push/Pull : the product being pushed towards customers or your customers pulling the product through the retail chain
towards them.
11.

Done by : Maged Mounir 15

 D. 48 Ps of marketing Explanations
1. Peers : Are persons who refer the product. It makes the recommendation more effective.
2. Personal Selling : is where businesses use people (the "sales force") to sell the product after meeting face-to-face with
the customer. The sellers promote the product through their attitude, appearance and specialist product knowledge.
3. People : in this element is the Person you are selling to, your prospect, client, customer. Knowing your customers is the
linchpin of a successful marketing strategy, it is the master key to any marketing.
4. Publicity : is the public visibility or awareness for any product, service 
Promotion

5. Personas : Unless you understand who buy from you, you can’t target them with your marketing. create buyer personas
for each different buyer type. You can then target your marketing straight to them.
6. Position : refers to a product’s status in relation to the wider market, particularly how it lines up against competitors.
7. Pictures : To understand a phrase, you need to read it. To understand a picture, on an intuitive level, you only need to
glance at it.
8. Pulse : is the regular activity or updates you do to evolve or change your website since creating new content for users
makes obvious sense. Users are looking for new information when they come to the site.
9. Prospects : are future buyers of the product or service
10. Programs : is a series of marketing promotions that make up a larger marketing effort designed to create company,
product, or service awareness and to generate leads in the form of prospect responses. 
11. Party : People want to belong to groups. These groups are often the best marketing tools you have.

Done by : Maged Mounir 16

Done by : Maged Mounir 17