SALESMANSHIP *Art of persuading one to spent money* *Art of persuading one to buy goods or services which will give him la...
The sale takes place in the mind of a customer <ul><li>A- Attention </li></ul><ul><li>I-  Interest </li></ul><ul><li>D- De...
<ul><li>Selling Process </li></ul><ul><ul><ul><ul><li>Prospecting </li></ul></ul></ul></ul><ul><li>Pre-approach </li></ul>...
Prospecting is listing out probable customers <ul><li>Pre-approach is knowing and assessing the customers needs, attitudes...
APPROACH <ul><li>Greet or Welcome </li></ul><ul><li>Introduction </li></ul><ul><li>Finding out a common platform </li></ul...
Who is a prospect ? <ul><li>Prospect is a  MAAN </li></ul><ul><li>M  —  Money/purchasing capacity </li></ul><ul><li>A --- ...
Creative Salesmanship     Educating the public resulting in their desire to demand new goods or services <ul><li>Competiti...
K   A   S   H <ul><li>K-Knowledge </li></ul><ul><li>A-Aptitude/Attitude </li></ul><ul><li>S-Skill </li></ul><ul><li>H-Habi...
Knowledge <ul><li>Knowledge about yourself </li></ul><ul><li>Knowledge about your company and products </li></ul><ul><li>K...
Foster sales aptitude and develop a positive attitude <ul><ul><li>Skill develop only through regular practice </li></ul></...
Close of sale <ul><li>Suggestion to close the sale be given by the sales man </li></ul><ul><li>Typical suggestions </li></...
Close the sale at the right time <ul><li>Mental stages of the customer at the time of sale  </li></ul>Equilibrium yes no
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Salesmanship

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SALESMANSHIP
Mental stages of a customer in sales effort
Selling Process
Who is a prospect ?
Creative Salesmanship Competitive Salesmanship
K A S H
Close of sale

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Salesmanship

  1. 1. SALESMANSHIP *Art of persuading one to spent money* *Art of persuading one to buy goods or services which will give him lasting satisfaction* *Art of helping prospects and customers to achieve their goal* *Art of solving the customers’ problems* *Art of converting human needs into wants – persuasion not compulsion* *Art of influencing others*
  2. 2. The sale takes place in the mind of a customer <ul><li>A- Attention </li></ul><ul><li>I- Interest </li></ul><ul><li>D- Desire </li></ul><ul><li>A- Action </li></ul><ul><li>S- Satisfaction </li></ul>Mental stages of a customer in sales effort
  3. 3. <ul><li>Selling Process </li></ul><ul><ul><ul><ul><li>Prospecting </li></ul></ul></ul></ul><ul><li>Pre-approach </li></ul><ul><li>Approach </li></ul><ul><li>Close </li></ul>
  4. 4. Prospecting is listing out probable customers <ul><li>Pre-approach is knowing and assessing the customers needs, attitudes, values so as to approach in a fair way. </li></ul>
  5. 5. APPROACH <ul><li>Greet or Welcome </li></ul><ul><li>Introduction </li></ul><ul><li>Finding out a common platform </li></ul><ul><li>Suggesting the product to satisfy his needs </li></ul><ul><li>Demonstration if any </li></ul><ul><li>Meeting objections </li></ul><ul><li>Final agreement </li></ul>
  6. 6. Who is a prospect ? <ul><li>Prospect is a MAAN </li></ul><ul><li>M — Money/purchasing capacity </li></ul><ul><li>A --- Authority </li></ul><ul><li>A --- Accessibility </li></ul><ul><li>N --- Need </li></ul>
  7. 7. Creative Salesmanship Educating the public resulting in their desire to demand new goods or services <ul><li>Competitive Salesmanship </li></ul>Yesterday’s novelty has become today’s necessity
  8. 8. K A S H <ul><li>K-Knowledge </li></ul><ul><li>A-Aptitude/Attitude </li></ul><ul><li>S-Skill </li></ul><ul><li>H-Habits </li></ul>
  9. 9. Knowledge <ul><li>Knowledge about yourself </li></ul><ul><li>Knowledge about your company and products </li></ul><ul><li>Knowledge about your customers and their buying motives </li></ul><ul><li>Knowledge about your competitors & their products </li></ul>
  10. 10. Foster sales aptitude and develop a positive attitude <ul><ul><li>Skill develop only through regular practice </li></ul></ul><ul><li>Habits are of two types </li></ul><ul><li>Work habits & Personal habits </li></ul>
  11. 11. Close of sale <ul><li>Suggestion to close the sale be given by the sales man </li></ul><ul><li>Typical suggestions </li></ul><ul><li>Cash or cheque? Cheque of which bank ? How much ? How many pieces ? How much in advance ? May I pack ? Sign please. Etc </li></ul>
  12. 12. Close the sale at the right time <ul><li>Mental stages of the customer at the time of sale </li></ul>Equilibrium yes no
  13. 13. THANK YOU
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