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Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
Professional selling   a trust based approach (module 1 and 2)
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Professional selling a trust based approach (module 1 and 2)

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  • Trust means different things to different people. Trust can be developed by using any of the trust builders. It is the sales person’s job through questioning to determine what trust attributes are critical to relationship building for a specific buyer
  • The more the sales person knows, the easier it is to build trust and gain the confidence of the buyer. Buyers have certain expectations of the salesperson and the knowledge that he or she brings to the table. Most knowledge is gained from the sales training programs and on the job training, but others through experience and continuous learning.
  • Ethics refers to right and wrong conduct of individuals and institutions of which they are a part. Personal Ethics and formal codes of conduct provide a basis for deciding what is right or wrong in a given situation.Ethical standards for a profession are based on society’s standards, and most industries have developed a code of behaviors that are compatible to society’s standards.
  • The four quadrants characterize an individual as one of four different communication styles on the basis of his or her demonstrated levels of assertiveness and responsiveness.A salesperson’s skills in properly classifying customers can provide valuable cues regarding customer attitudes and behaviors
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    • 1. PROFESSIONAL SELLING A Trust-Based ApproachBy: Andrei John CantillepsBased on the 2nd Edition of the Book with same title of Authors Ingram.LaForge.Avila
    • 2. Intro Overview of Professional Selling
    • 3. Part 1Foundations of Professional Selling • Module 1: Building Trust and Sales Ethics • Module 2: Understanding Buyers • Module 3: Communication Skills
    • 4. Part 1Foundations of Professional Selling • Module 1: Building Trust and Sales Ethics • Module 2: Understanding Buyers • Module 3: Communication Skills
    • 5. Candor Customer Dependability OrientationExpertise TRUST Compatibility
    • 6. Promotion & Price Product & Market & Service Customer Company Competitor KNOWLEDGEIndustry BASES Technology
    • 7. Areas of Unethical BehaviorDeceptive Practices• Deceive• Exaggerate• ScamIllegal Activities• Defraud• Con• Misuse company assetsNon-Customer-Oriented• Pushy• Hard Sell• High Pressure
    • 8. Part 1Foundations of Professional Selling • Module 1: Building Trust and Sales Ethics • Module 2: Understanding Buyers • Module 3: Communication Skills
    • 9. Part 1Foundations of Professional Selling • Module 1: Building Trust and Sales Ethics • Module 2: Understanding Buyers • Module 3: Communication Skills
    • 10. Type of Buyer Needs Knowledge SituationalPsychological Functional Social
    • 11. Procedures for EvaluatingSuppliers and Products1.Assessment of Product orSupplier Performance2. Accounting for RelativeImportance of EachCharacteristics
    • 12. Employing Buyer Evaluation Proceduresto Enhance Selling Strategies1.Modify the Product Offering beingproposed2. Alter the Buyer’s Beliefs about theProposed Offering3. Alter the Buyer’s Belief about theCompetitor’s Offering4. Alter the Importance Weights5. Call Attention to NeglectedAttributes
    • 13. Low Assertiveness High Assertiveness• Slow Paced • Fast Paced• Cooperative • Competitive• Avoids taking Risks • Takes Risks• Supportive • Takes ChargeLow Responsiveness High Responsiveness• Task Oriented • Relationship Oriented• Guarded and Cool • Open and Warm• Rational • Emotional• Meticulous Organizer • Unorganized
    • 14. High Responsiveness Amiables Expressiveness • Relationship • Relationship Oriented Oriented • Slow Paced • Fast Paced Low HighAssertiveness Assertiveness Analyticals Drivers • Task Oriented • Task Oriented • Slow Paced • Fast Paced Low Responsiveness
    • 15. Part 1Foundations of Professional Selling • Module 1: Building Trust and Sales Ethics • Module 2: Understanding Buyers • Module 3: Communication Skills
    • 16. PROFESSIONAL SELLING A Trust-Based ApproachBy: Andrei John CantillepsBased on the 2nd Edition of the Book with same title of Authors Ingram.LaForge.Avila

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