Personal Selling and Salesmanship. this slideshow deals with the selling process which include prospecting and qualifying, pre-approach, approach, presentation and demonstration,handling of objections, sales close, after sales services.
Salespeople merupakan pekerjaan yang sangat dicari dan memegang posisi penting didalam pergerakan bisnis didalam industry apapun. Tetapi sayangnya, Salespeople yang memiliki professionalisme dalam bertindak dan bersikap sangatlah sulit ditemukan.
Ingat 80-20 Rules?? Bahwa dari total 100% jumlah Sales Force, ternyata hanya 20% yang memberikan kontribusi positif diatas rata-rata. Lalu what Happend to other 80%??
Hal tersebut yang menjadi concern dalam pembahasan didalam materi tersebut. Dan bagaimana pula agar para rekan-rekan Salespeople dapat meningkatkan kemampuan dan performance dengan meningkatkan pengetahuan dasar tentang hal tersebut.
Happy Selling,
Personal Selling and Salesmanship. this slideshow deals with the selling process which include prospecting and qualifying, pre-approach, approach, presentation and demonstration,handling of objections, sales close, after sales services.
Salespeople merupakan pekerjaan yang sangat dicari dan memegang posisi penting didalam pergerakan bisnis didalam industry apapun. Tetapi sayangnya, Salespeople yang memiliki professionalisme dalam bertindak dan bersikap sangatlah sulit ditemukan.
Ingat 80-20 Rules?? Bahwa dari total 100% jumlah Sales Force, ternyata hanya 20% yang memberikan kontribusi positif diatas rata-rata. Lalu what Happend to other 80%??
Hal tersebut yang menjadi concern dalam pembahasan didalam materi tersebut. Dan bagaimana pula agar para rekan-rekan Salespeople dapat meningkatkan kemampuan dan performance dengan meningkatkan pengetahuan dasar tentang hal tersebut.
Happy Selling,
TLSA, a popular provider of sales training solutions, offers expert consultancy, training, and eLearning solutions for sales teams across the globe. Their seasoned sales experts work closely with clients to identify areas for improvement, develop customised solutions, and implement strategies that drive revenue growth. For more information, please visit: https://tlsasalestraining.co.uk/
Sales & Distribution Management Module 2.pdfJayanti Pande
SALES & DISTRIBUTION MANAGEMENT MODULE 2| SALES ORGANISATION & MANAGING THE SALES FORCE| MARKETING PAPER 1 MBA SEM 3| RTMNU NAGPUR UNIVERSITY| BY JAYANTI R PANDE
MBA Notes by Jayanti Pande
#JayantiPande
#MBA
#MBAnotes
#MarketingNotes
An effective sales pitch is the backbone of any organization. The product launched should be properly highlighted in the sales pitch for people to become aware of it. A well-crafted sales pitch can be the difference between gaining a loyal customer and losing a potential sale.
.**Slide 1: Introduction**
- Title: "Salesperson: Types and Qualities"
- Brief introduction to the importance of salespeople in driving business success.
---
**Slide 2: Types of Salespeople**
- *Inside Sales Representatives:*
- Description: Work from an office setting, using phone calls, emails, and virtual communication to reach potential clients.
- Image: Visual representation of an inside sales representative at a desk with a headset.
- *Field Sales Representatives:*
- Description: Engage with clients face-to-face, often traveling to meet them in person.
- Image: Picture of a field sales representative conducting a presentation or meeting with a client.
- *Key Account Managers:*
- Description: Focus on building and maintaining relationships with key clients.
- Image: Illustration of a key account manager discussing strategies with a long-term client.
- *Retail Sales Associates:*
- Description: Interact with customers in a retail environment, providing product information and assistance.
- Image: Retail setting with a sales associate assisting a customer.
---
**Slide 3: Qualities of a Successful Salesperson**
- *Effective Communication:*
- Description: Clear communication skills are crucial for conveying product benefits and building rapport.
- Image: Icons representing effective communication (speech bubbles, listening ears).
- *Adaptability:*
- Description: Ability to adjust strategies based on client needs and market changes.
- Image: Visual representation of a salesperson adapting to different scenarios.
- *Product Knowledge:*
- Description: In-depth understanding of the product or service being sold enhances credibility.
- Image: Salesperson confidently discussing product features with a client.
- *Customer-Centric Approach:*
- Description: Putting the customer's needs first to build trust and long-lasting relationships.
- Image: Customer satisfaction survey icon or a happy customer testimonial.
---
**Slide 4: Qualities (contd.)**
- *Resilience:*
- Description: Persistence in the face of rejections and challenges is a key trait.
- Image: Resilient salesperson overcoming obstacles.
- *Negotiation Skills:*
- Description: Ability to negotiate win-win deals that benefit both the customer and the company.
- Image: Salesperson shaking hands with a satisfied client.
- *Time Management:*
- Description: Efficient use of time to maximize productivity and meet sales targets.
- Image: Clock or calendar icons representing effective time management.
- *Tech-Savviness:*
- Description: Proficiency in using sales tools, CRM systems, and other technologies.
- Image: Salesperson with digital devices, representing tech-savvy skills.
---
**Slide 5: Training and Development**
- *Continuous Learning:*
- Description: Emphasize the importance of ongoing training to keep up with industry trends.
- Image: Books, laptop, and a graduation cap symbolizing continuous learning.
2. Understand Sales Person
Company
Salesperson
Customer
Sales people work on the boundary between a company and its customer.
To the company sales people are voice of customer.
To the customer , sales person is the physical embodiment of the company.
3. Types of salespeople
Mayer and Greenberg (1964) suggests
Sales people must have two basic qualities Empathy and Ego.
Empathy: allows sales person to treat customers problems as their own.
Ego: drives enables salespeople to persist even after experiencing failure.
4. Who fits where
According to Narayndas and Weinstein (2005) most of the
salespeople fall under hunter and farmers.
Sales people
5. Hunters
Are persuasive in nature , have strong
sense of urgency and, are adept at
bouncing back from rejection.
Theses sales people are better for
Sourcing and qualifying nee leads
Obtaining appointments
Delivering presentation that address customers concerns
Negotiating and securing new business
6. Hunters
Are empathetic, consistent ,and
adept at developing relationships.
These people are better suited for
Establishing and maintaining long term relationships
Providing expert advice
Networking within customers to find new leads
Negotiating and securing new business with existing customers
7. Sales process
1. Understanding
customers need
2. Identifying and building
needs
3. Transaction selling
4. Major account selling
8. 1. Understanding customers needs.
The first step in selling is understanding the
customer need. It is useful to develop a
sense of what a customer might be looking
for before sale calls are made.
This involves two steps
1. Turning product features into customers benefits
2. Turning customers benefits into product features
9. 2. Identifying and building needs
Is salesperson can offer some thing to customer.
If some thing can be offered ,the salesperson proceeds by helping the
prospects
10. 3. Transaction Selling
Mayer and Greenberg (1964) suggests
Salesperson has limited time to make pitch to a customer .
The salesperson has limited need to make quick judgment as to whether
the customer is really interested in buying ,
Why customer is interested in buying ,
Weather salesperson has product that can satisfy those needs and hoe
focused the customer is on price
11. 4. Major account selling
Open the selling process
Qualify the prospects
Develop the sales strategy
Organize the justification
Make the presentation
Coordinate recourses and personnel
Close the sale
Nature and account relationship
12. Sales Management
1. Aligning objectives
2. Defining the sales organization
3. Managing sale people
- Capability
- Control
- Coverage
- Cost
- Conflict
13. Aligning Objectives
Since, sales people need to treat their
customers problem as their own. It is easy
for them to lose the sight of their own
company’s strategic goal
Steps for Aligning Objectives
First step in aligning objectives is for the company to define what it wants
to accomplish.
After defining its primary strategic goal , the company turns to define the
role that individual sales people should pay in attaining them.
14. Defining The sales strategy
5 Factors
Capability: weather the company has ability to create sales force with
necessary skills to meet the customers needs.
Control: Direct sales force provide companies with more control over how
they interact with customers . Selling directly allows companies to:- keep
their customer list private, deliver consistent massage, ensure loyalty and
product expertise.
Coverage: companies commonly use outside agents to reach a greater part of
the market . Outside agents can provide access to :- new types of selling to
selling skills , new type of customers, broader geographic region
Cost:
Conflict: