Preliminary Steps in Selling

1. Chapter 4
Kausar Khan

2.  The selling Process begins with identifying
potential customers and qualifying them to
determine if they are valid prospects.
 A solid network grows from continuous
investments of time and resources .It is a
combination of new acquaintances and
developing them into lasting friendship.

3.  Present Customers.
 Former customers.
 Cold Calling. Door to door ,Telemarketing.
 Spotters
 Directories and mailing lists
 Prospecting Services
 Referrals
 Personal contacts
 Tradeshows and exhibits
 Direct Marketing.Advertising,Mails and
telemarketing.

4.  sales representatives have identified potential
customers ,they must qualify them to
determine if they are valid prospects.
 Qualifying Checklist.
1WIll they buy ? y/n
2.Will they buy from me ? y/n
3.Will they buy from me now? y/n

5.  Need.
Does the prospect want or need the good or service.
PREPARING.
A. Pre Approach
B .Call Planning.
A pre approach ,additional information is gathered
about the prospect and his or her needs
.GATEKEEPER, Buying center member who
controls information or access to decision makers.

6.  Economic Buyer .Buying center member who is the
key decision maker.
 CALL PLANNING.
Call planning involves a specific sequence of
activities before the sales interview takes place.
1.Specifying the objective
Who am I going to interview, what am I trying to
make happen. If the prospect says yes , what am I
going to recommend.
2.Developing a strategy.
3. Making an Appointment.

7.  Prepare Presentation .on any Selling . Prospecting .
 Read Case Study and answer the questions given in the
study.
 What is Prospecting? What are two major activities
involved in Prospecting?
 What is Cold Calling ?Give some examples .How can
the effectiveness of cold calling be increased.
 What is meant by pre-approach .in preparing for sales
call, what questions must sales people be able to
answer.
 What is buying center. Identify the roles that exist
within the buying center.
 NOTE. Complete these answers and bring the hand
written assignment.

8.  CASE STUDY .Andrew Corporation.