The document presents key concepts from sales management, emphasizing understanding customer needs, developing effective solutions, and achieving mutually beneficial agreements. It outlines the importance of setting clear sales call objectives, creating customized presentations, and constructing marketing and business propositions to enhance sales strategies. Additionally, it highlights the significance of rapport building and engaging customers throughout the sales process.

1. Sales Management
Compiled & Presented By:
Anuj SharmaText Book: Fundamentals of Selling –
Customers for life through services by
Charles M. Futrell (12th Edition)
Pre-Class Reading – Chapter 8
Presented to the students of
Tolani Institute of Management
Studies

2. •Purpose
•Plan
•Success
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3.  Understand the Customer’s Strategic needs
 Gain in-depth knowledge of their organization.
 Develop Solutions
 Creative approach that is most efficient and effective.
 Mutually Beneficial Agreement
 A “Win – Win” arrangement.
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4.  Builds Self – Confidence
 Develops an atmosphere of Goodwill
 Knowledge of a prospect and concern for the
prospect’s needs demonstrates a sincere interest that
will be rewarded with an attitude of goodwill.
 Creates Professionalism
 Increases Sales
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5. 5

6.  Always have a Sales Call objective
 The Precall Objective
 Focus and Flexibility
 Make the goal specific
 Moving toward your objective
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7.  Specific
 Measurable
 Achievable
 Realistic
 Timed
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8.  Customer profile provides insight.
 Helps to properly develop a customized
presentation.
 Who makes the buying decision – Individual / Committee
 Buyer’s background
 Desired business terms
 Competitors successfully doing business with buyer
 Purchasing policies
 History of account
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9.  Select the FAB to present to your prospect
 Why the buyer should purchase your product?
 Develop your Marketing Plan
 Tell wholesalers or retailers how they can sell the product to
their customers.
 How your product is most effectively used or coordinated
with the existing equipment.
 Develop your Business Proposition
 Price, percent mark-up, forecasted profit per square foot of
shelf space, return of investment, payment plan etc.
 Develop a suggested purchase order
 What to buy, how much to buy, what assortment to buy and
when to ship the product to the customer.
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10. Approach
Fully Discuss your
Product
Present your
marketing plan
Explain your
business proposition
Suggested purchase
order
Close
Exit
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Rapport Building
Uncover Needs
Attention, interest, transition
FAB
How to sell (retailers)
How to use (consumer /
industrial user)
What’s in it for your customer?
Recommend what to buy
Ask for business!
Do not give up!
Act as a professional
Leave the door open

11.  Attention
 Distractions, pressing demand on prospcet’s time, or lack of
interest. Only a temporary effect!
 Interest
 Determine important buying motives to capture interest.
 Desire
 Use the FAB formula!
 Prospect expresses a wish for a product like yours.
 Conviction
 Convince that your product is best for their needs and you
are the best supplier of the product.
 Purchase
 Method of purchase or take some action!
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 Grazie
 Gracias
 Domo Arigato
 Merci
 Danke
 Obrigado
 Mahalo
 शुक्रिया