Introduction To Sales Management
Introduction To Sales Management
Introduction To Sales Management
Learning Objectives
Sales Concept
Managing Skills
( Planning.Organising,Controlling )
Technical Skills
(Training,Negotiation,Problem Solving,Selling)
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Sales Professionalism
Five Keys to Sales Professionalism and sales success
1.
Knows his products
2.
Establishes relationship with customer
3.
Fills the customers needs
4.
Accountable to his customers
5.
Maintains a professional attitude
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Case let
You are sales executive working with M/s Rajeev Motors Ltd.Your
showroom stocks various models of Maruti Alto cars. You have been
speaking to a prospect who is a senior executive in an MNC.He has
told you that one of the reason why he is looking for a small car is
that he has not be claiming car allowance from his company.
He has a family of five persons, which includes his wife, three small
children 9,7 and five years old and himself .He wants you to give
him a stereo and other accessories free as these are being offered
by another dealer. He is also particular about after sales service.
What will you negotiate on?
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