Personal Selling and Sales Management Chapter 19
Personal Selling and Sales Management Chapter 19
Roles in Personal Selling Order getters Order takers Order Delivery Team/Seminar Selling Sales Support
Roles in Personal Selling Order Getters Order Takers Order Delivery Sales Support Team/Seminar Selling
The Sales process Before the sale During the sale After the sale prospect h proact Build long term Relationships make presentation Prepare .Handle objections Close feedback
The Sales Process Before the Sale •Prospect •Prepare During the Sale •Approach •Make Presentation •Handle Objections •Close After the Sale •Build Long Term Relationships feedback
Prospect Prospecting--identify potential customer Qualifying--evaluating a prospect's potential
Prospect • Prospecting--identify potential customer • Qualifying--evaluating a prospect’s potential
Prepare Learn more about qualified prospects and how to create value
Prepare •Learn more about qualified prospects and how to create value
Approach Qualified Prospect Talk to the prospect and build a relationshil
Approach Qualified Prospect Talk to the prospect and build a relationship
he Presentation Stimulus response Formula Need satisfaction
The Presentation Stimulus Response Formula Need Satisfaction
HANDLING OBJECTIONS AND QUESTIONS OBJECTIONS ARE REQUESTS FOR INFORMATION
HANDLING OBJECTIONS AND QUESTIONS • OBJECTIONS ARE REQUESTS FOR INFORMATION
Build Long term Relationships Delivery schedules met Goods perform as promised Buyers employees are properly trained
Build Long Term Relationships • Delivery schedules met • Goods perform as promised • Buyer’s employees are properly trained
How Salespeople spend Their Time Administrative Telephone Tasks Selling 14% 20% Service Calls 13% Waiting/Traveling 23% Face-To-Face Selling 30%
How Salespeople Spend Their Time Administrative Tasks 14% Service Calls 13% Face-To-Face Selling 30% Waiting/Traveling 23% Telephone Selling 20%
