This document discusses sales management and techniques for effective selling. It notes that the history of salesmanship dates back to early human civilization. Modern sales management strategies and skills were refined by John Henry Patterson, considered the father of modern sales management, who showed how to transform a sales force into an effective workforce. The document also states that an effective sales process involves prospecting, sales closing, after-sales service, and relationship selling through partnering with major customers on a continuous basis.

1. CROSSING THE CHASM
Market Expansion

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Business Challenge
‘One thing we’ve discovered with certainty is that anything we do that makes the
customer more successful inevitably results in a financial return for us’.
-Jack Welch, GE
Business Development Tactics and Skills

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The history of salesmanship is as old as human civilization- Paul Herman
The techniques of modern sales management and selling techniques were refined by John
Henry Patterson- Father of modern sales management. He showed the strategy and skill
required to transform a sales force in to an effective work force for generating sales and
profits.
A sales person is no longer an order taker or information provider.
What is Sales Management?
It means planning, direction and control of personal selling.

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The solution is need based marketing – make him understand the benefit.

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Process or Steps in effective selling
It goes through prospecting to
Sales closing and after sales
Service.
Relationship selling- it means Important or major
Customers Need continuous attention
Through partnering or collaborative
Relationships.

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