Techniques for Effective Sales Management

1. Effective Sales
Management
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Ventures
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2. Analyse different stages of target Customers
&
Apply principles for successful selling
Assume you are meeting a potential customer to sell him an insurance
investment plan.
What are the steps you will take during each of these stages:
A) before the meeting,
B) during the meeting, and
C) after the meeting
Prepare different scenarios, based on customer’s in the age groups:
i) 20-30
ii) 30-40
iii) 40-50
Discuss your approaches for each of the above stages along with a
rationale
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3. Before the Meeting
• Customer Profiling
• Decide some possible offers
• Venue selection
• Reconfirm meeting
• Arrive on time or even before
Additional Discussions points: how will the above
different based on Customer age-group?
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4. During the Meeting
• Listen
• Listen patiently
• “Starbucks” test
• Don’t say ‘handling many Customers’
• Discuss solution in line with Customer’s goals
• Offer next meeting with Boss
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5. After the Meeting
• WhatsApp contact details
• Short Thank you Note with next steps
• Guide towards closure
• Do not persist, best if Customer follows up (ideal situation)
• Set up meeting with Boss
• Closure meeting with Boss
• Ask for Referrals PPT Business Ventures

6. Happy Selling!
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