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Selling and Negotiation FINAL
Selling and Negotiation FINAL
Selling and Negotiation FINAL
Conceptual selling
Name of Presenters:
Janki Barodia Rachit Gharde Reshma Murbade Supriya mane Aparna Pula Vishal kate Sujeet yadav Pooja 06 13 34 27 41 20 55 48
Securing commitment.
Conceptual Selling delivers step-by-step tactics for managing all customer interactions. Conceptual Selling is call planning for sales managers .
The process
Conceptual Selling helps salespeople connect . To view the sale from the customer is perspective Increase close ratios by building win-win relationships with prospects.
Concept selling: Increase in distribution channels has seen the concept of taking roots in India, and it is emerging to be a viable solution to mass selling of insurance products. A long-standing dream of offering a seamless service of banking, life & non-life products. For bank: product diversification. For bancassurance: market penetration. For customers:bonanza in terms of reduced price, high quality product and delivery at doorsteps.
The diagram below shows the relationship between product complexity and required sales effort and expertise.
Training to salesperson:
The need for quality customer service. Sales force training for bancassurers: Product knowledge Application of selling techniques Motivation skills. Bank employee training for bancassurers: Basic insurance needs Handling basic objections Other distribution channels and products
SWOT
Strength Large population: middle class crowd 2nd largest. Skilled professionals. Weakness IT Inflation Inflexibility of products
Opportunities: Data base Marriage of the two can make the merger or acquisition. Threat: Classical work approach v/s change approach Non-response from target customer Return on investment may fall short
Conclusion:
A concept if clear in the mind of salesperson then however the complex may be, he will be able to handle the objection and bring profit to the organization Trust relation for both sides.