Complete Course Sales Management
Complete Course Sales Management
Complete Course Sales Management
• It is to look for
• Customer’s buying criteria and needs
• Customer organisation’s purchasing
structures
• The application of the product and the
features and benefits required.
(2)Planning or Preapproach
• Preapproach
• A salesperson learns as much as possible about a prospective
customer before making a sales call.
• Before calling on a prospect, the salesperson should learn as much
as possible about the organization (what it needs, who is involved in
the buying) and its buyers (their characteristics and buying styles).
This step is known as preapproach. “Revving up your sales starts
with your preparation,” says one sales consultant. “A successful sale
begins long before you set foot in the prospect’s office.”
Preapproach begins with good research. The salesperson can
consult standard industry and online sources, acquaintances, and
others to learn about the company. Then the salesperson must
apply the research to develop a customer strategy
(2)Preparation and Planning
• The ability to think on one’s feet is of great
benefit to salespeople, since they will be
required to modify their sales presentation to
suit the particular needs and problems
of their various customers and to respond
quickly to unusual objections and awkward
questions
Cont,,,,
• Within this section, attention will be given to
preparation not only for the selling task, in which
there is little or no scope for the salesperson to
bargain with the buyer, but also for where selling
may involve a degree of negotiation between
buyer and seller. In many selling situations,
buyers and sellers may negotiate price, timing of
delivery, product extras, payment and credit
terms, and trade-in values. These will
be termed sales negotiations
• The following elements are important during
preparation:
(a) product knowledge and customer benefits;
(b) knowledge of competitors’ products and
their benefits;
(c) sales presentation planning;
(d) setting sales and negotiation objectives;
(e) understanding buyer behaviour;
(f) assessing the power balance;
(g) concession analysis; and
(h) proposal analysis.
(3) Initial contacts
• It is to build up mutual rapport, respect and
trust between the buyer and seller before the
formal and serious business discussion.
Two approaches:
• Initial phone call for a meeting appointment
• Could calling/visiting for a lucky meeting
arrangement
(3) Initial Contact or Approach
• Approach
During the approach step, the salesperson should
know how to meet and greet the buyer and get the
relationship off to a good start. This step involves the
salesperson’s appearance, opening lines, and follow-up
remarks. The opening lines should be positive to build
goodwill from the outset. This opening might be
followed by some key questions to learn more about
the customer’s needs or by showing a display or
sample to attract the buyer’s attention and curiosity. As
in all stages of the selling process, listening to the
customer is crucial.
(4) Sales presentation
Sales strategies
Outline
• The Planning Process
• What is strategic Planning?
• Managing The Marketing Effort
• Marketing Analysis(Marketing Audit)
• Internal and external Audit
• Swot Analysis
• Statement of Objectives
• Criteria
• Determine Sales And Market Potential
• Generating And Selecting Strategies
• Preparing the marketing programme
• Contribution of the sales function
• The promotional Mix
Objectives
Consumer and
organisational
buyer behaviour
Objectives
1) Need Recognition
2) Information Search
3) Evaluation of alternatives
4) Purchase Decision
5) Post Purchase Behavior
(1) Need Recognition
• Occurs when the buyer recognizes a problem or
need triggered by:
– Internal stimuli
– External stimuli
(2) Information Search Sources of
Information