The document discusses concepts related to sales and marketing including: 1. The role of sales departments is to satisfy customer needs and influence buyers to purchase products. Sellers act as the interface between organizations and customers. 2. Marketing aims to satisfy customer needs and maximize profits by delivering value to target markets. 3. Successful selling requires understanding customer needs, building relationships, and presenting products as solutions through the sales process of prospecting, needs assessment, presentation, closing, and follow up.

3. 1 - What Is the concept of Selling and Marketing .
2 - Selling philosophy .
What is the role of the sales department in the company and is it influential or not? .
3 - Some of role for the sales department in the company and influential or not?
4 - Types of seller .
5 - What is the role of the seller towards the customer ? .
6 - What skills and qualities should the professional seller have ?
7 - Need & Want .
8 – Five Basic Principles of Selling .
9 - Why We can’t sell ? .
10 - seven Sales Process Steps.
11 - Three dimension of selling.
12– Reasons of objections and how to handle ?
13– How to handle the different characters of customers ?
14 – Questions to close the deal .
15 - Motivate our new comers .
16- References & Books you must read .

4. 1- What’s the concept of sales and marketing .
2- The skills and qualities which we need to focus on .
3- The rules of the seller to be professional .
4- How to handle the different characters of customer .
5- To Create an Outstanding Success for Your Brands .
6- Understand in depth, the role of Sales Team.
7- Develop a Framework for an Effective Sales Approach .

5. Selling :-
- is first and foremost a transaction between the seller and the
prospective buyer or buyers ( the target market ) where money
(or something considered to have monetary value) is exchanged
for goods or services .
- satisfy a Need / Want with your product for Mutual
Benefits.

6. Seller :-
The interface of the organization toward the clients or
consumer who leave good or bad impression to them .

7. About Marketing :-
The marketing concept is the strategy that firms implement to
satisfy customers needs, increase sales, carrying value to the
target market to maximize profit and beat the competition .

8. 1- Selling is problem solving .
2- Selling is helping and caring activities .
3- A customer is a person to be served , not a prospect to be sold .
4- Treat people as a human being , not $ signs.
5- Unique product , relationships , culture are important .
6- Be customer driven , not product driven .
7- Focus on customer needs .
8- Long-term success depend on pleasing others .
9- Selling is “ Win-Win “ activity .

9. 1- Create and deliver customer value by develop sales plan.
2- Understand Customer need .
3- Inform the marketing dep. about all market information
about customer and the product update .
4 – Collaborate with marketing dep. for and decisions .
5- Monitor the consumer behavior for the product and services.
6- Forecast the demand .
7- Follow up with current and potential customer .

11. 1- Indirect Selling : ( Advertising – promotion – signage ) .
2 – Direct Selling :
Ex.
A- Retailers ( B2C ) .
B- Medical representative ( Personal selling ) ( B2B ) .
C- Telesales ( B2B & B2C ) .

12. Be Ready Guy

13. 1- Giving the good impression about the company.
2- Handle customer need .
3- Honestly .
4- Informed the customers all information about the products and services
without incomplete information .
5- Put yourself in someone else Shoes .
6- Interest for the future demand and inform the management .
7- follow up .
8- Direct the customer to the good product and the alternatives (
knowledgeable ).
9- Appreciation .
10- You must focus on consumer behavior .
11 - Do not leave your promise .
12- Satisfy customer need .
13 – Promotion and discount ( After management Agreed ) .
14 - Smile Smile Smile Smile Smile .

15. 1- Focus .
2- Confidence .
3- enthusiasm .
4- Show empathy .
5- Be honest and friendly .
6- Active listening .
7- Communication skills .
8- Presentation Skills .
9- Negotiation skills .
10- Human Relations .
11- Body language .
12- Good Dealing .
13- The strength of observation .
14- Understanding the buyers signals .
15- Handle objection .
16- Problem Solving .

18. Need :-
Something you must have to stay healthy and safe .
Ex. ( Food , Water , Medicine , Clothing )
( How to deal ? )
Want :-
Something you enjoy and want to have , but is not need .
Ex. ( Cosmetics , Car , Travel , Jewelery , Mobile , Entertainment , … )
( How to deal ? )

19. 1- Selling is 60 percent listening and 40 percent
talking.
2- A sales message consists of two sentences ( why
customer prefer you ? And ( why you do what you do
better than anyone else ? ) .
3- Customers care about their needs and wants , not
about you.
4- Your reputation always precedes you.
5- Selling is all about relationship-building.

20. - Your offer doesn’t meet expectation :-
( Too expensive – poor quality – poor after sale services
– poor brand reputation )
- Customer don’t see the benefit buying from you .
- You offer what they don’t want .

21. 1. Product Knowledge
2. Prospecting
3. The Approach
4. The Needs Assessment
5. The Presentation
6. The Close
7. Follow-up

22. 1- Product .
2- Customer .
3- Competitors .

23. 1- Price .
2- Quality .
3- competitors varieties .
4- Cleanliness of the place .
5- Fear of Change .
6- Trust .
7- Timing .

24. Types of customers :-
1- Silent Customer
2- Talker Customer .
3- Arguing Customer .
4- Misbeliever Customer .
5- Hesitate Customer .
6- Disabling Customer .
7- Nervous Customer .
8- impulsive Customer .
9- People with special needs .
10 – Special case .
11- Arrogant customer .
12- Greedy Customer .
13- Liar Customer .
14- Fast Customer .
15- Bad treatment .
16- Claims intelligence
17- Friendly .
18- Positive Customer .
19- Old Customer .

25. 1- What Do You Think?
2- Do You Have Any Questions?
3- Do You See a Benefit to That?
4- What Have You Heard about the Product?
5- Is There Anything Else You Need to Know
about this Product?
6- Is This What You Were Looking For?