1. Definition: Oral presentation in a conversation with one or
more prospective purchasers for the purpose of making sales
American Marketing Association.
2. Relatively high level of customer attention Customize the
message to a customers specific interests and needs Two way
communication gives immediate feedback Enables a salesperson to
communicate a larger amount of technical and complex information
than other promotional methods Greater opportunity to demonstrate a
products functioning and performance characteristics Helps to build
a long term relationship
3. o Quantitative objectives: To get order and execute orders
for customer satisfaction To meet sales target and profit and
expense norms To maintain present and add new customers To achieve
sales volume and satisfy cos product mix norms. To submit mgt
reports regularly as per cos policies o Qualitative objectives: To
do entire selling job To serve existing accounts To generate new
enquires and new prospects To convert new prospects in long term
customers To co-ordinate with distribution channel members To
collect information
4. Prospecting Pre Approach Approach Presentation Overcoming
Objection Closing the sale Follow up
5. Prospecting: Pre- approach Approach Presentation Overcoming
objection Closing the sale Follow up Before planning a sale, a
salesperson conducts research to identify the people or companies
that might be interested in her product. A prospect is a lead that
is qualified or determined to be ready, willing, and able to
buy.
6. Prospecting Pre- approach: Approach Presentation Overcoming
objection Closing the sale Follow up The pre-approach is the doing
your homework part of the process. A good salesperson researches
his prospect, familiarizing himself with the customers needs and
learning all the relevant background info he can about the
individual or business.
7. Prospecting Pre- approach Approach: Presentation Overcoming
objection Closing the sale Follow up First impressions (e.g., the
first few minutes of a sales call) are crucial to building the
clients trust.[ This usually involves introductions, making some
small talk, asking a few warm-up questions, and generally
explaining who you are and whom you represent. This is called the
approach.
8. Prospecting Pre- approach Approach Presentation: Overcoming
objection Closing the sale Follow up The presentation should be
tailored to the customer, explaining how the product meets that
person or companys needs. It might involve a product demonstration,
videos, PowerPoint presentations, or letting the customer actually
look at or interact with the product.
9. Prospecting Pre- approach Approach Presentation Overcoming
objection: Closing the sale Follow up After youve made your sales
presentation, its natural for your customer to have some
hesitations or concerns called objections. Good salespeople look at
objections as opportunities to further understand and respond to
customers needs
10. Prospecting Pre- approach Approach Presentation Overcoming
objection Closing the sale: Follow up Eventually, if your customer
is convinced your product will meet her needs, you close by
agreeing on the terms of the sale and finishing up the transaction.
Sometimes a salesperson has to make several trial closes during a
sales call, addressing further objections before the customer is
ready to buy.
11. Prospecting Pre- approach Approach Presentation Overcoming
objection Closing the sale Follow up: The follow-up is an important
part of assuring customer satisfaction, retaining customers and
prospecting for new customers. This might mean sending a thank-you
note, calling the customer to make sure a product was received in
satisfactory condition, or checking in to make sure a service is
meeting the customers expectations
12. Need(or problem) Solution Purchase
13. Need Solution Purchase Satisfaction
14. Need Product/Servi ce and trade name Purchase
Satisfaction/D issatisfaction