Marketing Management Selling Process
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Personal Selling Process- An Introduction
FIGURE 1.1 THE SALES MANAGEMENT PROCESS
Sales Management Functions
22/7/09
2
SALES PERFORMANCE
Sales Management is the attainment of sales goals in an ethical, efficient, and effective manner.*
* Instructor added word ethical.
22/7/09
3
Exhibit: Prospecting Methods that Work!
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4
Exhibit: What Did You Say? What Did I Hear?
22/7/09
5
Exhibit: The Basic Communication Model Has Eight Elements
22/7/09
6
Confidence Boosters • • • • •
Know your customers Know your company Know your product Know your resellers Know your competition
22/7/09
7
Exhibit: The Selling Process Has 10 Important Steps The sales process is a sequential series of actions
1. Prospecting 2. Preapproach/planning 3. Approach 4. Presentation 5. Trial close 6. Determine objections 7. Meet objections 8. Trial close 9. Close
22/7/09
10. Follow-up
8
The Prospect Pool • • • •
Leads Referrals Orphans Your customers
22/7/09
9
Exhibit: Components of the Prospect Pool
22/7/09
10
Exhibit: The Referral Cycle: When to Ask for Referrals
22/7/09
11
FIGURE 1.1 THE SALES MANAGEMENT PROCESS
Sales Management Functions
22/7/09
2
SALES PERFORMANCE
Sales Management is the attainment of sales goals in an ethical, efficient, and effective manner.*
* Instructor added word ethical.
22/7/09
3
Exhibit: Prospecting Methods that Work!
22/7/09
4
Exhibit: What Did You Say? What Did I Hear?
22/7/09
5
Exhibit: The Basic Communication Model Has Eight Elements
22/7/09
6
Confidence Boosters • • • • •
Know your customers Know your company Know your product Know your resellers Know your competition
22/7/09
7
Exhibit: The Selling Process Has 10 Important Steps The sales process is a sequential series of actions
1. Prospecting 2. Preapproach/planning 3. Approach 4. Presentation 5. Trial close 6. Determine objections 7. Meet objections 8. Trial close 9. Close
22/7/09
10. Follow-up
8
The Prospect Pool • • • •
Leads Referrals Orphans Your customers
22/7/09
9
Exhibit: Components of the Prospect Pool
22/7/09
10
Exhibit: The Referral Cycle: When to Ask for Referrals
22/7/09
11
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