Professional Documents
Culture Documents
Chapter 2 - RELATIONSHIP OF SELLING AND SUCCESSFUL PROSPECTING
Chapter 2 - RELATIONSHIP OF SELLING AND SUCCESSFUL PROSPECTING
Chapter 2 - RELATIONSHIP OF SELLING AND SUCCESSFUL PROSPECTING
Increased effort
desired by 4. Thoroughness
buyers
5. Ability to help in ensuring the reliable
and fast delivery of orders
Personal selling definition :
Direct person-to-person communication between sellers and potential customers, with
the aim of persuading potential customers to purchase products.
1. Prospecting and qualifying:
To start the process, the salesperson looks for sales prospects, those
companies and people who are most likely to buy the seller’s offerings.
Persona The following three questions help determine who is a real prospect and
who is not:
l Selling
Process - Does the prospect have a need for our product?
4. Handling objections:
Almost every sales presentation, structured or unstructured, meets with some objection. Rarely does a
customer say, “I’ll buy it,” without asking questions or voicing concerns.
5. Closing the sale:
After all the objections have been deal with, it’s time to close the sale.
Even experienced salespeople sometimes find this part of the sales
process awkward.
The salesperson’s job isn’t over when the sale is made. In fact, the sale
is just the start. The salesperson must write up the order properly and
turn it in promptly.
Five
Foundations of
1. Don’t fail your first
Effective online selling hurdle
Online Selling
an optimized website
Did you know that it More importantly, if
can take as little as 10 you can get users to
seconds for visitors to stay on your page for
decide whether they longer than 30
will stay on your page seconds, they are
or not? more likely to return.
2. Reach new customers with a comprehensive online
marketing strategy
Explain
Explain the
Determine steps effectiveness and
effective of selling
in selling process performance of
strategies
selling
Personal selling definition :
Direct person-to-person communication between sellers and potential customers, with
the aim of persuading potential customers to purchase products.
Roles of Personal Selling
Prospecting Prospecting – trying to find new customers
Allocating – in times of product shortage, the sales force may have the
Allocating power to decide how available stocks are allocate
5 Effective Selling Strategies
1. Know Your Product
A top-selling strategy that's relevant to any industry, or salesperson, is that you must
know what you're selling.
If you don't know the features and benefits of the product or service you're selling, you
won't be able to answer customer questions or handle objections.
Customers want to hear about the features and benefits of a product or service, but
they're more impressed when they can see the product or service in action.
3. Understand Your Target Customer
Consumers have different wants and needs that make them gravitate toward specific products, services and
companies.
Knowledge about target customers, can readily identify their needs and help them find solutions.
5. Price Competitively
Pricing plays a major role in whether many consumers make a purchase, it's important of selling strategy includes pricing
competitively.
Presentation - Selling Process Role-play
Present your
Selling Process
Every group only
has 5-10 min on
this role-play
Strategic
Roles of
sales
Function
Four Sales
Channels
Four Sales
Channel
Mordex Photocopier Company
• You have an appointment to see George Kirby, sales office manager of Plastic Foods
Ltd, with regard to the hire of a Mordex photocopier. You are bristling with
anticipation as you know the present contract that Plastic Foods has with
Clearprint, your closest competitor, is up for renewal. You have not met Mr. Kirby
before. As you enter Mr Kirby’s office you notice that he appears a little under
pressure. After introducing yourself, you say, ‘I’d like to talk with you about how we
can improve the efficiency of your photocopying operation. I see that you use the
Clearprint ZXR photocopier at the moment. What kinds of documents do you
photocopy in the sales office?’ The discussion continues, with you attempting to
assess his staff’s requirements with regard to photocopying facilities and his
attitude towards the Clearprint machine. One need is the ability of the photocopier
to collate automatically, since some of the documents photocopied are quite
lengthy. Another requirement is for the photocopy to be of the highest quality since
it is usual for photocopies of standard letters to be sent to clients. The Clearprint
photocopier does have a collating facility and the quality, while passable, is not
totally satisfactory. Further, there are sometimes delays in repairing the machine
when it breaks down, although generally it is quite reliable.
• At the end of the discussion, You have to summaries the points that have been
raised: staff time is being wasted collating lengthy documents, the quality of
photostat is not totally satisfactory, repairs are not always carried out promptly. Mr
Kirby agrees that this is a fair summary
Discussion
During the sales interview, the following objections were raised. How would you deal with them?
1. ‘I’m sorry, I have an urgent meeting in ten minutes’ time. Can we make it quick?’
2. ‘We haven’t had any major problems with the Clearprint so far.’
6. ‘My staff have got used to using the Clearprint. I’ll have to spend time showing them how to use your machine.’
7. ‘Let me think about it. The Clearprint rep is coming next week. I should like to discuss the points you’ve raised with
him