This document outlines an introduction to sales and the basic sales cycle presented by D. Weaver. It begins by discussing overcoming sales fears and the importance of professionalism. It then defines personal selling and characteristics of professional selling. The core of the document outlines the five steps of the basic sales cycle: 1) Needs analysis, 2) Recommendation, 3) Preparing the close by handling objections, 4) Closing, 5) Building repeat/referral business. It concludes by introducing a True Colors personality assessment to help understand oneself and how to relate to different personality types in sales.
The Sales Process refers to a systematic and tested approach that will help the sales team close more deals and reduce the level friction between introducing a customer to a product or services and moving them through to a closed deal.
Slides Outline:
1. Understand the Sales Process.
2. Deliver Presentations that SELL.
3. Handle Objections Effectively.
4. Close the Sale.
5. Follow-Up and Cross-Sell after the Sale.
6. Manage their Pipeline.
7. Develop Sales Action Plans.
Dominica EsonoCOMM 526SPRING2022TASK 1&21. What is DustiBuckner14
Dominica Esono
COMM 526
SPRING2022
TASK 1&2
1. What is your personal interest or issue?
My personal interest or issue would be why is harder for black entertainers being successful in the Music Industry.
2. What are the component parts of this interest?
The components part would be: Lack of recognition, Inequality treatment, are Record Labels taking action?.
3. Why did you become curious about this question?
I become curious about this question for professional experience.
4.What previous knowledge do you have about your interest.
What I know so far, is that this issue has been going on since music has been created, but this has never been ‘’trendy’’ because is not convenient for some people.
5.What personal experience do you have that influences you about this interest.
I do not have any experience so far , but as a black person, I already this issues is something that sooner or later , I will have to deal with .
6.What are your beliefs , biases, and opinions about this interest or issue ?
I have emotional opinions about it . The fact that black people going through a lot in order to get an opportunity to show their talent to the world , it is something that as a black person and human being, emotionally affect me .
7. What predisposes you to certain conclusions about the issue or concern of study?
The undeniable reality of the situation exposed daily both in television as social media.
8.How will you identify and isolate your personal bias, opinion, feelings, and intuition to preserve a neutral position as a researcher?
Being totally and strictly objective on the issue following real events and researches.
9. Clearly identify the subject of the study interest
Sociology
10. Are you looking at individuals , groups or organizations?
I would say group since I am talking about an specific racial group.
11.Specifically name the individuals, groups , or organizations that you plan to study.
Black Americans , black Hispanics and Africans musicians.
12. What academic fields best lend themselves to your subject and perspective for research?
Sociology perspective
13. What are the specific knowledge areas of this academic field that will best help in exploring and defining the research subject?
-Sociological Social Psychology (health,race,ethnicity)
- Social change ( causes and effects / “what is “ & “what changes” / Technology)
-Population and Demographics (Population number and quality)
- Sociological Methods & Research (People’s actions and behaviors)
14.What additional knowledge of this academic filed do you need to acquire to have a solid foundation to address this interest?
Applied Sociology , finding and addressing the issue.
BUS 8303, Entrepreneurship and Innovative Business Development 1
Course Learning Outcomes for Unit VI
Upon completion of this unit, students should be able to:
2. Analyze the role of an entrepreneurial mindset in opportunity recognition.
2.1 Analy ...
Evan Madden-Peister. Introduction to Startup SalesIT Arena
Evan Madden-Peister. Mentor at Starta Accelerator. Introduction to Startup Sales.
Consultant, Business Strategist, Project Manager, MBA with 10+ years of experience driving organizational success through the strategic leadership of innovative, progressive projects.
My professional foundation is within the food & hospitality space; having also graduated from the International Culinary Center and worked as a consultant and entrepreneur in the industry. I built on my prior hospitality consulting experience by completing an MBA and consulting for clients across industries and geographies. My expertise spans over marketing, business development/sales, product ideation/development, and business model design across diverse market settings. Repeated success serving as an integral member on cross-functional startup teams.
An articulate, creative, and entrepreneurial manager with excellent communication skills and a proven track record of forging meaningful relationships across a myriad of environments and cultures.
Specialties: management consulting, innovation, business design, business development, marketing and brand strategy, project management, and cross-functional team management
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
The Sales Process refers to a systematic and tested approach that will help the sales team close more deals and reduce the level friction between introducing a customer to a product or services and moving them through to a closed deal.
Slides Outline:
1. Understand the Sales Process.
2. Deliver Presentations that SELL.
3. Handle Objections Effectively.
4. Close the Sale.
5. Follow-Up and Cross-Sell after the Sale.
6. Manage their Pipeline.
7. Develop Sales Action Plans.
Dominica EsonoCOMM 526SPRING2022TASK 1&21. What is DustiBuckner14
Dominica Esono
COMM 526
SPRING2022
TASK 1&2
1. What is your personal interest or issue?
My personal interest or issue would be why is harder for black entertainers being successful in the Music Industry.
2. What are the component parts of this interest?
The components part would be: Lack of recognition, Inequality treatment, are Record Labels taking action?.
3. Why did you become curious about this question?
I become curious about this question for professional experience.
4.What previous knowledge do you have about your interest.
What I know so far, is that this issue has been going on since music has been created, but this has never been ‘’trendy’’ because is not convenient for some people.
5.What personal experience do you have that influences you about this interest.
I do not have any experience so far , but as a black person, I already this issues is something that sooner or later , I will have to deal with .
6.What are your beliefs , biases, and opinions about this interest or issue ?
I have emotional opinions about it . The fact that black people going through a lot in order to get an opportunity to show their talent to the world , it is something that as a black person and human being, emotionally affect me .
7. What predisposes you to certain conclusions about the issue or concern of study?
The undeniable reality of the situation exposed daily both in television as social media.
8.How will you identify and isolate your personal bias, opinion, feelings, and intuition to preserve a neutral position as a researcher?
Being totally and strictly objective on the issue following real events and researches.
9. Clearly identify the subject of the study interest
Sociology
10. Are you looking at individuals , groups or organizations?
I would say group since I am talking about an specific racial group.
11.Specifically name the individuals, groups , or organizations that you plan to study.
Black Americans , black Hispanics and Africans musicians.
12. What academic fields best lend themselves to your subject and perspective for research?
Sociology perspective
13. What are the specific knowledge areas of this academic field that will best help in exploring and defining the research subject?
-Sociological Social Psychology (health,race,ethnicity)
- Social change ( causes and effects / “what is “ & “what changes” / Technology)
-Population and Demographics (Population number and quality)
- Sociological Methods & Research (People’s actions and behaviors)
14.What additional knowledge of this academic filed do you need to acquire to have a solid foundation to address this interest?
Applied Sociology , finding and addressing the issue.
BUS 8303, Entrepreneurship and Innovative Business Development 1
Course Learning Outcomes for Unit VI
Upon completion of this unit, students should be able to:
2. Analyze the role of an entrepreneurial mindset in opportunity recognition.
2.1 Analy ...
Evan Madden-Peister. Introduction to Startup SalesIT Arena
Evan Madden-Peister. Mentor at Starta Accelerator. Introduction to Startup Sales.
Consultant, Business Strategist, Project Manager, MBA with 10+ years of experience driving organizational success through the strategic leadership of innovative, progressive projects.
My professional foundation is within the food & hospitality space; having also graduated from the International Culinary Center and worked as a consultant and entrepreneur in the industry. I built on my prior hospitality consulting experience by completing an MBA and consulting for clients across industries and geographies. My expertise spans over marketing, business development/sales, product ideation/development, and business model design across diverse market settings. Repeated success serving as an integral member on cross-functional startup teams.
An articulate, creative, and entrepreneurial manager with excellent communication skills and a proven track record of forging meaningful relationships across a myriad of environments and cultures.
Specialties: management consulting, innovation, business design, business development, marketing and brand strategy, project management, and cross-functional team management
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
3. 9/26/2022
3
Overcoming Sales Fears
What are the typical fears you have of
sales?
What is the primary purpose of selling?
What is the most important skill a
salesperson can have?
Why? Ethics
Match
?
Helping
Image
Professi
onal
$$$$
4. 9/26/2022
4
SELLING
Personal Selling:
“…involves person-to-person
communication with a prospect. It is a
process of developing relationships;
discovering needs; matching the
appropriate products [and services] with
those needs; and communicating benefits
through informing, reminding, or
persuading.”
Manning and Reece, Selling Today: creating
customer value, Pearson Education, Inc., 2007
5. 9/26/2022
5
Professional
“1.following an occupation as a means of livelihood
or for gain: a professional builder.
2. of, pertaining to, or connected with a profession:
professional studies.
3. appropriate to a profession: professional
objectivity.
4. engaged in one of the learned professions: A
lawyer is a professional person.
5. following as a business an occupation ordinarily
engaged in as a pastime: a professional golfer.
6. a business or constant practice of something not
properly to be regarded as a business: “A salesman,”
he said, “is a professional optimist.”
7. undertaken or engaged in as a means of livelihood
or for gain: professional baseball.”
6. 9/26/2022
6
Professional “continued”
8. of or for a professional person or his or her place of
business or work: a professional apartment;
professional equipment.
9. done by a professional; expert: professional car
repairs. –noun
10. a person who belongs to one of the professions,
esp. one of the learned professions.
11. a person who earns a living in a sport or other
occupation frequently engaged in by amateurs: a golf
professional.
12. an expert player, as of golf or tennis, serving as a
teacher, consultant, performer, or contestant; pro.
13. a person who is expert at his or her work: You can
tell by her comments that this editor is a real
professional. ”
Retrieved January 11, 2007 from: http://dictionary.reference.com/browse/professional
7. 9/26/2022
7
Some Characteristics of
Professional Selling
Driven to make it a career
Focus on the long term
Desire to improve to become an expert
Focus on matching vs. telling
Strength in all aspects of the Basic Sales
Cycle
12. 9/26/2022
12
The Basic Sales Cycle
Recommendation
When presenting information to a
customer or recommending an alternative
what is critical to our success?
What will determine if it is the right
solution?
How will you know?
13. 9/26/2022
13
The Basic Sales Cycle
Listening/Observing - Needs Analysis
Analyze/Recommend – Recommendation
Identify/Handle Objections – Preparing
the Close
15. 9/26/2022
15
The Basic Sales Cycle
Listening/Observing - Needs Analysis
Analyze/Recommend – Recommendation
Identify/Handle Objections – Preparing
the Close
Ask for the Sale – Closing
17. 9/26/2022
17
The Basic Sales Cycle
Listening/Observing - Needs Analysis
Analyze/Recommend – Recommendation
Identify/Handle Objections – Preparing
the Close
Ask for the Sale – Closing
Build Follow Up Opportunity –
Repeat/Referral Business
18. 9/26/2022
18
The Basic Sales Cycle
Repeat/Referral Business
This is the often forgotten step, yet it is the
easiest time in the entire sales cycle to get
new valid “hot” leads.
– THREE?
– Introduction
19. 9/26/2022
19
The Basic Sales Cycle
1. Needs Analysis
2. Recommendation
3. Preparing the
Close
4. Closing
5. Repeat/Referral
Business
Recommend
Prepare
the Close
Repeat/Referral
Business
Close
Needs
Analysis
20. 9/26/2022
20
KNOW THYSELF – Listening
Skills (TRUE COLORS)
Your True Personality Color
This exercise helps you to not only discover your
own personality, but helps you to recognize
others and the challenges and ways you can
relate with others. We exhibit each and all of
these personality colors, just some are more
prevalent in us and at different times in our lives.
Getting to know yourself and understanding how
you relate to the other personality types is a key
ingredient in learning to relate to others in sales.
21. 9/26/2022
21
Thanks
Next Week we will conduct the True
Colours assessment, you are to hand in
your assessment at the end of class for a
participation grade of 5/5.
Next Class please start to read the “white
booklet” and Selling to Vito Chp.1, 2 and
17.