Sales mgmt

1,204
-1

Published on

Published in: Business
1 Comment
1 Like
Statistics
Notes
No Downloads
Views
Total Views
1,204
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
88
Comments
1
Likes
1
Embeds 0
No embeds

No notes for slide

Sales mgmt

  1. 1. Group Abhishek Banerjee Udey Singh Sarvpreet Bhatti Kristina Dias Sindhura Ravulapalli Manpreet Singh SALES & DISTRIBUTION MANAGEMENT
  2. 2. <ul><li>PATNI COMPUTERS – SOLUTION SELLING </li></ul>
  3. 3. <ul><li>Solution selling  is a special approach to  sales . </li></ul><ul><li>The salesperson focuses on the customer's pain(s) and addresses the issue with his or her offerings (product and services). The resolution of the pain is what constitutes a true &quot;solution&quot;. </li></ul><ul><li>More of a pull strategy </li></ul>
  4. 4. PROCESS OF SOLUTION SELLING <ul><li>Prospecting </li></ul><ul><li>Diagnosing customer needs </li></ul><ul><li>Crafting a potential solution </li></ul><ul><li>Establishing value </li></ul><ul><li>Bargaining for access to decision-makers </li></ul><ul><li>Positioning proof, ROI and the total solution </li></ul><ul><li>Negotiating a win-win </li></ul><ul><li>Following up to ensure customer success </li></ul>
  5. 7. Product Selling <ul><li>More concentration on selling the product </li></ul><ul><li>Thus, more of a push strategy is used </li></ul><ul><li>Today it is important to differentiate in this market or else one will perish </li></ul><ul><li>More expenditure is wasted on advertising </li></ul>
  6. 8. Tips for effective product selling <ul><li>Know your products inside out </li></ul><ul><li>Advertise </li></ul><ul><li>  Do demonstrations </li></ul><ul><li>Telemarketing </li></ul><ul><li>Referrals </li></ul>
  7. 9. CONSUMER DECISION MAKING PROCESS FOR A PRODUCT
  8. 10. CONSUMER DECISION MAKING PROCESS FOR SOLUTION SELLING
  9. 11. Project Scoping <ul><li>Method of evaluation of each product from service expectation level and also from business point of view. </li></ul>
  10. 12. Steps In Project Scoping <ul><li>Summarizing the objectives </li></ul><ul><li>Summarizing the strategy followed bt sales team </li></ul><ul><li>Establishing campaign scope </li></ul><ul><li>Analyse past history for type of campaign </li></ul><ul><li>Benchmark your offer against customers </li></ul>
  11. 13. Summarising The Objectives <ul><li>What are you trying to accomplish ultimately? </li></ul><ul><li>How many prospects will be needed to satisfy this? </li></ul>
  12. 14. Strategy Followed By Sales Team <ul><li>What products/ services are involved? </li></ul><ul><li>Which market segments are to be targeted? </li></ul><ul><li>How to approach targeted customers? </li></ul><ul><li>How to position your offer? </li></ul><ul><li>Existing materials and resources? </li></ul><ul><li>What are available marketing lists or databases? </li></ul><ul><li>What are marketing collaterals? </li></ul><ul><li>Survey content? </li></ul>
  13. 15. Establishing Campaign Scope <ul><li>Size of database </li></ul><ul><li>Campaign launch date </li></ul><ul><li>Campaign duration/ delivery date </li></ul><ul><li>Budget allocation </li></ul><ul><li>Client contents </li></ul>
  14. 16. Focus On Service Differentials <ul><li>Focus on non – price competition </li></ul><ul><li>In price war – margin reduces </li></ul><ul><li>Emphasis on service quality, credentials, proof rather than discounts </li></ul><ul><li>Supporting services like guarantee, warranty, etc </li></ul>
  15. 17. THANK YOU
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×