Shared by: F.X. Hadi Tjokrosusilo 1
Shared by: F.X. Hadi Tjokrosusilo
rocessrocess
umbersumbers
kill+Art kill+Art …+…+ KnowledgeKnowledge
elationship elationship
ommitmentommitment
SELLING is A …SELLING is A …SELLING is A …SELLING is A …
PP
NN
S S
RR
CC
2
Shared by: F.X. Hadi Tjokrosusilo
2
4
33
31
35
Initial Selling
Repeat Selling
Up Selling
Cross Selling
Referral Selling ...
3
Shared by: F.X. Hadi Tjokrosusilo
4
Shared by: F.X. Hadi Tjokrosusilo
5
Shared by: F.X. Hadi Tjokrosusilo
1. SPREADING
2. COVERAGE
3. PENETRATION
6
Shared by: F.X. Hadi Tjokrosusilo
7