This document provides guidance on effective selling techniques. It discusses defining success, common life goals, and quotes on dreaming big and self-development. It also contrasts marketing and selling, explains understanding buyer behavior and motivations, the importance of knowing your product and competitors, and provides a framework for sales interviews with approaches for discussion, diagnosis, interpretation and identifying needs. Follow-up and servicing accounts after closing the sale is also emphasized. The overall message is that to be an effective seller one must understand customers' objectives and problems to recommend appropriate solutions that satisfy their needs.
A sales person is a tool to get your offering out to prospects and/or customers. It’s true we can control the offering and we can shape the message presented. But it’s the Sales person’s style, presentation and skills that will determine how the customer or prospect will feel about usIT’S NOT WHAT YOU SAY IT IS. IT’S HOW THEY SAY IT
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
A sales person is a tool to get your offering out to prospects and/or customers. It’s true we can control the offering and we can shape the message presented. But it’s the Sales person’s style, presentation and skills that will determine how the customer or prospect will feel about usIT’S NOT WHAT YOU SAY IT IS. IT’S HOW THEY SAY IT
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
The Good Brief - a no-frills guide to writing creative briefsKam Fatt Chen
A simple, no-nonsense guide to writing creative briefs that work. Complete with tips, pointers and cheat sheets to help you focus and distill the things that really to write an effective creative brief.
Many small businesses fail in the first five years due to a lack of sales, if you do not choose a driven salesperson that is capable of consistently bringing in new customers and create a culture & reputation of your company as you want.
Salons can acquire more customers, retain their best clients, and grow their business by clearly defining and living their brand.
Branding - it’s the new currency in business. Clients now want to associate themselves with a clear brand - whether it’s Apple, Tesla, or Coach. Design plays a major role in decisions clients make about choosing a product or service and the new norm is exquisite design. Customer experience is integral to the package and is the icing on the cake.
In this information-packed seminar, you’ll learn the fundamentals of branding yourself.
What branding is and why it matters to you.
What your brand is and how to define it.
Where in your salon your brand is most important.
How to communicate your brand.
Protecting your brand and improving it over time.
Using your brand to acquire new clients, keep your favourites and offer more services.
Design - where it fits in and how it supports your brand.
Customer experience - why it’s the critical component in your brand.
Association - how to build a team that supports your brand, even when you’re on vacation.
How to make the most of salon products in your brand
Ways to maximize your distributor’s support in branding
By Greg Robins
Greg Robins is the VP of Salon Communications, publishers of Salon Magazine, Elevate Magazine and the Contessa Awards. For over 25 years, Greg’s been advocating for professional stylists and salon owners through business-building content in Salon Magazine.
With a proven track record in implementing social media strategies that work, Greg can speak to the value of salons can gain with the proper campaigns on social and digital.
Greg has worked with salons and manufacturers to gain momentum in this industry, many of them going on to enjoy major success in the industry. He’s taught at Ryerson University and the Academy of Design and has spoken at Langara College.
A brief insight into the Sales Challenges we solve at 'The Joshua Rozario Company' through the Consultative Selling and Experiential Learning Methodology.
10 Essential Negotiation Skills Every Salesperson Need To MasterTom Abbott, CSP
Sales negotiation skills aren’t something you’re born with; instead, they’re learnt, practised and fine-tuned until you become an effective and tactful negotiator.
Negotiations are often the most daunting aspect of any sales representative’s sales process, and even experienced Sales Managers still get last-minute jitters. But by mastering these 10 essential negotiation skills, you’ll be on your way to complete negotiation mastery.
United Way Ground Floor Marketing Workshop: Brand Positioning for Social Ente...Aassia Haq
A 2.5 hour workshop given in Spring 2014 to the social enterprise startups & their leader entrepreneurs funded by the United Way Ground Floor program in Dallas.
The workshop helped them to demystify marketing science and measurably impact their brand messaging.
CREATIVE IDEAS; TANGIBLE and INNOVATIVE SALES & PROSPECTING STRATEGIESstampjennifer
OPEN DOORS. Getting in front of more prospects will lead to increased SALES and there are hundreds of creative strategies to get new clients and leverage existing ones... here are just a few ideas.
The Good Brief - a no-frills guide to writing creative briefsKam Fatt Chen
A simple, no-nonsense guide to writing creative briefs that work. Complete with tips, pointers and cheat sheets to help you focus and distill the things that really to write an effective creative brief.
Many small businesses fail in the first five years due to a lack of sales, if you do not choose a driven salesperson that is capable of consistently bringing in new customers and create a culture & reputation of your company as you want.
Salons can acquire more customers, retain their best clients, and grow their business by clearly defining and living their brand.
Branding - it’s the new currency in business. Clients now want to associate themselves with a clear brand - whether it’s Apple, Tesla, or Coach. Design plays a major role in decisions clients make about choosing a product or service and the new norm is exquisite design. Customer experience is integral to the package and is the icing on the cake.
In this information-packed seminar, you’ll learn the fundamentals of branding yourself.
What branding is and why it matters to you.
What your brand is and how to define it.
Where in your salon your brand is most important.
How to communicate your brand.
Protecting your brand and improving it over time.
Using your brand to acquire new clients, keep your favourites and offer more services.
Design - where it fits in and how it supports your brand.
Customer experience - why it’s the critical component in your brand.
Association - how to build a team that supports your brand, even when you’re on vacation.
How to make the most of salon products in your brand
Ways to maximize your distributor’s support in branding
By Greg Robins
Greg Robins is the VP of Salon Communications, publishers of Salon Magazine, Elevate Magazine and the Contessa Awards. For over 25 years, Greg’s been advocating for professional stylists and salon owners through business-building content in Salon Magazine.
With a proven track record in implementing social media strategies that work, Greg can speak to the value of salons can gain with the proper campaigns on social and digital.
Greg has worked with salons and manufacturers to gain momentum in this industry, many of them going on to enjoy major success in the industry. He’s taught at Ryerson University and the Academy of Design and has spoken at Langara College.
A brief insight into the Sales Challenges we solve at 'The Joshua Rozario Company' through the Consultative Selling and Experiential Learning Methodology.
10 Essential Negotiation Skills Every Salesperson Need To MasterTom Abbott, CSP
Sales negotiation skills aren’t something you’re born with; instead, they’re learnt, practised and fine-tuned until you become an effective and tactful negotiator.
Negotiations are often the most daunting aspect of any sales representative’s sales process, and even experienced Sales Managers still get last-minute jitters. But by mastering these 10 essential negotiation skills, you’ll be on your way to complete negotiation mastery.
United Way Ground Floor Marketing Workshop: Brand Positioning for Social Ente...Aassia Haq
A 2.5 hour workshop given in Spring 2014 to the social enterprise startups & their leader entrepreneurs funded by the United Way Ground Floor program in Dallas.
The workshop helped them to demystify marketing science and measurably impact their brand messaging.
CREATIVE IDEAS; TANGIBLE and INNOVATIVE SALES & PROSPECTING STRATEGIESstampjennifer
OPEN DOORS. Getting in front of more prospects will lead to increased SALES and there are hundreds of creative strategies to get new clients and leverage existing ones... here are just a few ideas.
With McLaren Flexi Solid Tires™ you’ll never waste time and money on flats. With over 10 years of field testing and continuous improvements of the tire structure, McLaren's tires integrates the strength and stability of Solid Tires with the smooth, cushioned ride of pneumatic tires. To learn more about McLaren Flexi Solid Tires, visit http://mclarenusa.com/solidtires/
For our July 2014 LinkedIn for Good InDay, several of us from our Sales Solutions and Talent Solutions teams volunteered at Muttville - a nonprofit organization dedicated to changing the way the world thinks about and treats older dogs, aged seven years and older, and to creating better lives for them through rescue, foster, adoption, and hospice. Click through to experience our day. Not only will you see how much we enjoyed our time, but the dogs has a blast as well!
The presentation is aimed at students who are thinking of a career in teaching in Scotland. It offers an overview of the teaching profession at both Primary and Secondary school level. In addition it will outline the nature of Teacher Education training courses as well as academic entry requirements, the application and interview process and current employment prospects.
SRIMAD BHAGAVAD-GITA A SYNOPSIS / COMPILED BY ANEEK GUPTADr Aneek Gupta
The Bhagavad-Gita Consists Of 18 Chapters. Each Chapter Is Called A Yoga. Yoga Is The Science Of The Individual Consciousness Attaining Communion With The Ultimate Consciousness. So Each Chapter Is A Highly Specialized Yoga Revealing The Path Of Attaining Realization Of The Ultimate Truth. The First Six Chapters Have Been Classified As The Karma Yoga Section As They Mainly Deal With The Science Of The Individual Consciousness Attaining Communion With The Ultimate Consciousness Through Actions.
The Bhagavad-Gita Which Comprises Chapters 23 Through 40 In The Bhishma-Parva Section Of Mahabharata.
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
"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 presentation takes you through a marketing process to attract ideal customers to your small business and gives you tips and resources to help you along the way
Differentiate Yourself From the Competition: 15 Sales Experts Share How jennypoore
We all want to believe that we do a better job than anyone else, that no one else can compare. And while confidence is an important part of succeeding in sales, it isn’t true.
A company’s success is largely based on its ability to articulate and execute why it is DIFFERENT and BETTER than the competition.
Being “better” than someone else won’t get you very far. It might just make you feel good in the short-term. And assuming that your competitor will never “catch up” to you is a dangerous game to play.
If you bring this down to the salesperson’s level, those that tend to succeed are skillful at catching their prospect’s attention. They offer information. They send a ‘thank you’ note. They think ahead. On the flip side, the average low-performing salesperson requests information and time from their prospect (rather than offering it), avoids sending a handwritten thank you note (because that would “take too long”), and thinks on the fly (rather than thinking ahead).
Successful salespeople seek to be different, not just ‘better’. Because being different makes them better (i.e. more successful) in the long run.
We were curious about how our fellow sales pros thought about differentiation at the salesperson’s level, so we asked a few experts this question:
“What is ONE way a salesperson can differentiate him or herself from their competition?”
http://www.salesengine.com/sales/differentiate-yourself-from-the-competition-15-sales-experts-share-how/
I would define ‘Customer Experience’as:
‘How customers or prospective customers perceive their interactions with your organisation’
Customer experience encompasses every aspect of an organisation’s offering - the quality of customer care, of course, but also advertising, packaging, product and service features, ease of use, and reliability.
How can you drive a consistently good and improving Customer Experience for your customers or prospects?
In this A to Z I’ll give you some of the answers and some tips from Oak Consult
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Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
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Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
2. You are what you do …
“You are where you are and what you are
because of yourself. Everything you are today, or
ever will be in the future, is up to you. Your life
today is the sum total result of your choices,
decisions and actions up to this point.
You can create your own future by changing your
behaviors. You can make new choices and
decisions that are more consistent with the
person you want to be and the things you want to
accomplish with your life.”
3. Definition of Success
“Success is the ability to live your life the way you
want to live it, doing what you most enjoy,
surrounded by people who you admire and
respect.”
In a larger sense, success is the ability to achieve
your dreams, desires, hopes, wishes and goals in
each of the important areas of your life.
Four Common GoalsFour Common Goals
Healthy & Fit
Excellent Relationship
Do what you love
Achieve Financial Independence
4. Favorite Quotes from Brian Tracy
All successful people are big dreamers. They imagine
what their future could be, ideal in every respect, and
then they work every day toward their distant vision,
that goal or purpose.
Develop an attitude of gratitude, and give thanks for
everything that happens to you, knowing that every
step forward is a step toward achieving something
bigger and better than your current situation.
If what you are doing is not moving you towards your
goals, then it's moving you away from your goals.
Invest three percentthree percent of your income in yourself (self-
development) in order to guarantee your future.
All successful people are big dreamers. They imagine
what their future could be, ideal in every respect, and
then they work every day toward their distant vision,
that goal or purpose.
Develop an attitude of gratitude, and give thanks for
everything that happens to you, knowing that every
step forward is a step toward achieving something
bigger and better than your current situation.
If what you are doing is not moving you towards your
goals, then it's moving you away from your goals.
Invest three percentthree percent of your income in yourself (self-
development) in order to guarantee your future.
5. Difference between Marketing & Selling?
Marketing is a complete business philosophy. It is
the management process responsible for
identifying, anticipating and satisfying customer
requirements profitably. (CIM)
In order for people to buy your products or services they need to
know about you. Therefore you need to communicate with them in
the most effective way possible. You can do this through numbers of
promotional tools such as
Advertising
Direct mail
Press Relations
Exhibitions
Seminars
Personal Selling (both tele and face to face)
6. Difference between Marketing & Selling?
Selling is one of the promotional tools available for
you to target your prospects and convert them into
customers.
Selling is all about solving customers problem.
S - Set the stage
A - Analyze needs
L - Link to solutions
E - Establish commitment
7. Understanding Buyer Behavior
People generally buy for two reasons :
• Objective reasons
- basic physiological needs as hunger, thrust, security and safety etc
are the objective reasons why people buy
• Subjective reasons
- Personal based psychological reasons involve in buying
* will the car suit my lifestyle ?
* will it make me look good to my peers, friends?
* does this car fit my role as director, father, mother, husband?
* will it give me the sense of satisfaction ?
Remember you need to satisfy the bothRemember you need to satisfy the both
8. Selling a Service
Product is tangibletangible where as Service is intangibleintangible
With a service it is the people who deliver it and therefore
the maxim “people buy people”“people buy people” is even more relevant
and vital here.
With your service, customers are buying all the people
who work for that organization – their attitude,their attitude,
personality, level of expertise and ongoingpersonality, level of expertise and ongoing
relationship.relationship.
To selling a Service is highly PERSONAL, you need to be
both personally acceptable and have expertisepersonally acceptable and have expertise.
9. Understanding Buying Motivations
When people buy they always ask :
“ Why should I ?”
“ What’s in it for me ?”
You need to satisfy those questions if you are going to
secure the sale and come away with the business.
There are two sets of Buying Motivations. These are
- Positive Motivations
- Negative Motivations
10. Understanding Buying Motivations Contd.
Negative Buying Motivations
Your prospective customer’s negative motivations can be summed up
as follows :
I don’t trust you.. I don’t need you
No, I don’t think you can help me
I am no hurry to buy – I will think about it- I will get
back to you
If you don’t switchswitch that customer over to the Positive Buying
Motivations you will have lost the sale.
Positive Buying Motivations
You need to switch your prospective customer through convincing
him/her that
He/she is important
You will consider his/her needs
Your idea will help them
You have expertise to solve their problems
11. Switching from Negative to Positive
Make your prospect feel important
Address them by their correct name and title
Use their name in your conversation, particularly at the beginning
of the sales interview
Listen them throughout the whole of the sales process
People like to talk about two things : themselves and if they are in
business, their company
Ask them the right questions to find out what they need
Demonstrate that you have prepared for the sales interview
12. Know Your Product or Service
In order to be an effective salesperson you need to have
Good Product Knowledge
Need to know the features of what you are offering and the
benefits of those features
You need to examine this ( F&B) on two levels
- firstly your company level (why should I buy from you?)
- secondly in individual product or service level
Need to convince your prospect on your F & Bs which will
- solve the problem
- fulfill the need
- make someone happy or feel good
13. Know Your Marketplace & Competitors
Do your pre-sales research
Have knowledge about your marketplace & competitors
and what they are offering (List at least five key
competitors)
Prepare comparative analysis between competitors and
your company
Build up an understanding and knowledge of your
prospects needs and wants
Read newspapers, trade journals, business magazines
Increase your awareness about your prospect’s
marketplace
If possible collect company info of your prospects
Please consider yourself as “CONSULTANT” who
provides expert opinion and service which will be
14. Sales Interview Approach
The “ADDIN” selling structure will add in your product or service to
the prospective client’s business, home or lifestyle.
It stands for :
Approach
Discussion
Diagnosis
Interpretation
Needs
15. Approach
Where I am going ? Who am I seeing ? What do I wear ? What impression I
give to prospects about me and my company ?
55 % of the impression you make on other people is based on your appearance
and your body language, so take time to get this RIGHT.
Make sure your attire is formal, clean & presentable, well shaved &
combed, shoes are clean and socks are matched, trousers should have belt
loops, wear a belt, tie should be neatly knotted
Arrive early for an appointment and try to collect info about the company
waiting at the reception lobby
Greet your prospect, shakes hands and only sit when you will be asked to
sit. Keep your body language open and sit back in the chair. Do not keep any
object at prospect’s desk before asking permission. Exchange your business
cards and always ask for the prospects. Look for few seconds of the card
before speaking
•Ask neutral questions / courteous questions such as “how is the prospect”.
Give him the reason why you are visiting, briefly discuss about your
company and explain prospect that how he/she will be benefited from the
discussion. Share the USP of your products.
•Try to understand the need of the prospect and accordingly explain that
how your product can solve the problem.
16. Discussion
In order to make people feel important, we need to get them to talk,
to open up and we need to listen and interpret what they are saying.
• Ask open questions – that can’t be answered “yes” or “no” – How
many staff do you have ?
•Avoid close questions started with is/are, shall/should, do/did etc.
“Did you go out last night ?)
•Beware of asking multiple questions, value loaded questions (what
do you think about the AL Politics ? ans may be I am one of the AL)
and leading questions (You do not think this will work then..ans will
be obviously no”
Save your literature until the end of the sales process or at the interpretation
Stage.
17. Diagnosis
To diagnose a prospects needs you require to ask problems and
needs questions.
• Comparative Questions
Open questions which can help explore different angels.
“How does our proposal stands compare to those outlined in your
letter from the competition?”
The above questions can often be followed up by more open probing
questions.
From this discussion, we can now diagnose what the prospect is
buying and interpret the need.
18. Interpretation & Needs
Summarizing or reflecting skills in the sales process
helps the prospects to see that we have listened,
interpreted and understood his/her situation and
identified their needs.
Tell them what they need by selling in the relevant
feature and benefit which will help them to solve their
problems/fulfill their needs.
Having done the above you will then need to close
the sale ie ask for the business.
19. Following up and Servicing the AccountFollowing up and Servicing the Account
Closing the SaleClosing the Sale
Demonstrating Capabilities of the ProductDemonstrating Capabilities of the Product
Recommending a Way to Satisfy ThemRecommending a Way to Satisfy Them
Determining Customers’ Needs and WantsDetermining Customers’ Needs and Wants
Locating Prospective CustomersLocating Prospective Customers
Closing the SaleClosing the Sale
Demonstrating Capabilities of the ProductDemonstrating Capabilities of the Product
Recommending a Way to Satisfy ThemRecommending a Way to Satisfy Them
Determining Customers’ Needs and WantsDetermining Customers’ Needs and Wants
Locating Prospective CustomersLocating Prospective Customers
Personal Selling Responsibilities
20. SurveyingSurveying MapmakingMapmaking
GuidingGuidingFire Starting (driving the
Customer to a solution)
Fire Starting (driving the
Customer to a solution)
Guiding (bringing
incremental value to the
customer by identifying
problems & opportunities)
Guiding (bringing
incremental value to the
customer by identifying
problems & opportunities)
Mapmaking (Laying out
a plan and a solution)
Mapmaking (Laying out
a plan and a solution)
Surveying (Learning
more about consumers)
Surveying (Learning
more about consumers)
New Roles for Salespeople
21. Selling Activity Limited to
Order-taking
Selling Activity Limited to
Order-takingProvider StageProvider Stage
Attempting to Persuade Customer
to Buy
Attempting to Persuade Customer
to BuyPersuader StagePersuader Stage
Seeking Out Buyers Perceived to
Have a Need
Seeking Out Buyers Perceived to
Have a NeedProspector StageProspector Stage
Buyers Identify Problems to Be
Met by Goods
Buyers Identify Problems to Be
Met by Goods
Problem-solver
Stage
Problem-solver
Stage
Seller Determines Buyer Needs
and Fulfills Them (creating unique
offerings to mach buyers’ needs)
Seller Determines Buyer Needs
and Fulfills Them (creating unique
offerings to mach buyers’ needs)
Procreator StageProcreator Stage
Buyers Identify Problems to Be
Met by Goods (Matching available
offerings with needs/want)
Buyers Identify Problems to Be
Met by Goods (Matching available
offerings with needs/want)
Problem-solver
Stage
Problem-solver
Stage
Seeking Out Buyers Perceived to
Have a Need (Seeking Prospects for
available products)
Seeking Out Buyers Perceived to
Have a Need (Seeking Prospects for
available products)
Prospector StageProspector Stage
Attempting to Persuade Customer
to Buy (Attempts to convince anyone
to buy the product)
Attempting to Persuade Customer
to Buy (Attempts to convince anyone
to buy the product)
Persuader StagePersuader Stage
Selling Activity Limited to
(Application-taking & deliver to
buyers)
Selling Activity Limited to
(Application-taking & deliver to
buyers)
Provider StageProvider Stage
Stages of Personal Selling Evolution
22. This Is Essentially a Support RoleThis Is Essentially a Support RoleThis Is Essentially a Support RoleThis Is Essentially a Support Role
Requires the Most Skill and PreparationRequires the Most Skill and PreparationRequires the Most Skill and PreparationRequires the Most Skill and Preparation
Must Assess Situation, Determine NeedsMust Assess Situation, Determine Needs
This Role Is Much More CasualThis Role Is Much More Casual
Often Involves Straight RebuyingOften Involves Straight Rebuying
May Not Actually Take the Order (but introduce new
products, new promotions and/or new programs)
May Not Actually Take the Order (but introduce new
products, new promotions and/or new programs)
Often Involves Straight Re-sellingOften Involves Straight Re-selling
Must Assess Situation, Determine NeedsMust Assess Situation, Determine Needs
This Role Is Much More CasualThis Role Is Much More Casual
Types of Sales Jobs
Creative
Selling
Creative
Selling
Re-sellingRe-selling
Missionary
Sales Rep
Missionary
Sales Rep
23. Reach May Be
Very Limited
Reach May Be
Very Limited
Reach May Be
Very Limited
Reach May Be
Very Limited
Message Can Be
Tailored to Recipient
Message Can Be
Tailored to Recipient
Message Can Be
Tailored to Recipient
Message Can Be
Tailored to Recipient
Two-way Interaction
With Prospect
Two-way Interaction
With Prospect
Two-way Interaction
With Prospect
Two-way Interaction
With Prospect
Prospect Isn't Likely
to Be Distracted
Prospect Isn't Likely
to Be Distracted
Prospect Isn't Likely
to Be Distracted
Prospect Isn't Likely
to Be Distracted
Cost Is Often
Extremely High
Cost Is Often
Extremely High
Cost Is Often
Extremely High
Cost Is Often
Extremely High
Personal Selling Advantages
and Disadvantages
Possible Management-
Sales Force Conflict
Possible Management-
Sales Force Conflict
Messages May Be
Inconsistent
Messages May Be
Inconsistent
Seller Involved in Purchase
Decision
Seller Involved in Purchase
Decision
Source of Research
Information
Source of Research
Information Potential Ethical ProblemsPotential Ethical Problems
AdvantagesAdvantages DisadvantagesDisadvantages
Possible Management-
Sales Force Conflict
Possible Management-
Sales Force Conflict
Messages May Be
Inconsistent
Messages May Be
Inconsistent
Seller Involved in Purchase
Decision
Seller Involved in Purchase
Decision
Source of Research
Information
Source of Research
Information
24. Effective Tips for Successful Sales People
NetworkingNetworking
Polish your imagePolish your image
Focus on LearningFocus on Learning
Learn or Increase Your Self-disciplineLearn or Increase Your Self-discipline
Adopt a Servant AttitudeAdopt a Servant Attitude
Don’t be Afraid to Make MistakesDon’t be Afraid to Make Mistakes
Adopt a Winning AttitudeAdopt a Winning Attitude
Learn to DelegateLearn to Delegate
Learn to RenewLearn to Renew
Think PositiveThink Positive
NetworkingNetworking
Polish your imagePolish your image
Focus on LearningFocus on Learning
Learn or Increase Your Self-disciplineLearn or Increase Your Self-discipline
Adopt a Servant AttitudeAdopt a Servant Attitude
Don’t be Afraid to Make MistakesDon’t be Afraid to Make Mistakes
Adopt a Winning AttitudeAdopt a Winning Attitude
Learn to DelegateLearn to Delegate
Learn to RenewLearn to Renew
Think PositiveThink Positive
25. Who makes a good sales person ?
A good sales person is :
•Someone who prepares well, who does his research before
the visit
•Someone who knows the marketplace and the competition
•Someone who knows his products or services
•Someone who is a good listener, who does not always
have a desire to talk about himself
•Someone who likes people, understands them and can
develop an empathy with them
•Someone who finds pressing customer problems, identify the
customer’s priorities for solving those problems, and help customers
solve them in a way that is convenient, cost effective, innovative
and timely.
26. Don'ts For Sales People
DON'T give up after one or two calls
DON'T rely solely upon one person who may leave for
another job
DON'T let your mind wonder.
DON'T speak in a monotone.
DON'T call just to check in.
DON'T randomly send out expensive literature.
DON'T leave your name and phone number only once.
DON'T give up after one or two calls
DON'T rely solely upon one person who may leave for
another job
DON'T let your mind wonder.
DON'T speak in a monotone.
DON'T call just to check in.
DON'T randomly send out expensive literature.
DON'T leave your name and phone number only once.
27. Don'ts For Sales People contd.
DON'T try to fake like you know the answer to a
question you don't
DON'T assume you have it until the paperwork is
signed
DON'T assume an air of familiarity
DON'T mumble your message
DON'T try to fake like you know the answer to a
question you don't
DON'T assume you have it until the paperwork is
signed
DON'T assume an air of familiarity
DON'T mumble your message
28. Do’s For Sales People
DO match and mirror the speed, tone and volume of
the other person's voice.
DO call for a specific reason such as to provide some
information of value.
DO go the prospect's web site first to see if they fit
your ideal prospect profile.
DO tell the truth even if you do not have the answer
to a question at that moment.
DO ask for the business.
DO match and mirror the speed, tone and volume of
the other person's voice.
DO call for a specific reason such as to provide some
information of value.
DO go the prospect's web site first to see if they fit
your ideal prospect profile.
DO tell the truth even if you do not have the answer
to a question at that moment.
DO ask for the business.
29. Do’s For Sales People
DO use good manners
DO speak clearly and slowly when leaving a message.
DO leave your name, company name and phone
number twice in a row
DO get the person's name right before speaking with
them or leaving a voice mail
DO use direct questions or statements such as "Maybe
you can help me."
DO write down an assistant's name if they provide it
to you.
DO use good manners
DO speak clearly and slowly when leaving a message.
DO leave your name, company name and phone
number twice in a row
DO get the person's name right before speaking with
them or leaving a voice mail
DO use direct questions or statements such as "Maybe
you can help me."
DO write down an assistant's name if they provide it
to you.
30. Do’s For Sales People
DO develop different forms of marketing materials
such as a one page Key Benefits sheet.
DO leave a voice mail for of "What's In It for them"
compelling benefits.
DO listen to and concentrate on what's being said.
DO identify all the buyers and influencers.
DO be polite yet respectfully persistent.
DO develop different forms of marketing materials
such as a one page Key Benefits sheet.
DO leave a voice mail for of "What's In It for them"
compelling benefits.
DO listen to and concentrate on what's being said.
DO identify all the buyers and influencers.
DO be polite yet respectfully persistent.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relation to text This slide relates to material on pp. 603-605 of the text. Summary Overview This slide summarizes the duties and the responsibilities of a salesperson. These include: Locating prospective customers Determining customers’ needs and wants Recommending a way to satisfy them Demonstrating capabilities of the product Closing the sale Following up and servicing the account Use of this slide This slide can be used to discuss the responsibilities of the salesperson. The duties of a sales person are numerous and require a wide range of skills
Relation to text This slide relates to material on pp. 601-602 of the text. Summary Overview As the business world goes through transitions and changes the role of salespeople is also changing. This slide lists some of the additional activities sales people will engage in as they take on new roles. Surveying – educating themselves about their customers’ businesses Mapmaking – outlining both an account and a solutions strategy Guiding – bringing incremental value to the customer Fire starting – driving customers to commit to a solution Use of this slide This slide can be used to discuss some of the activities salespeople engage in to remain effective as they take on new roles. This new role helps create added value and develop a long-term relationship between buyer and seller.
Relation to text This slide relates to material on pp. 600-601 and Figure 18-2 of the text. Summary Overview The personal selling area is constantly evolving as the marketing environment itself evolves. This slide summarizes the stages of the evolution of personal selling which are: Provider stage – selling activity limited to order-taking Persuader stage – attempting to persuade customer to buy Prospector stage – seeking out buyers perceived to have a need Problem-solver stage – buyers identify problems to be met by goods and services Procreator stage – seller determines buyer needs and fulfills them Use of this slide This slide can be used to discuss the evolution of personal selling. As firms evolve through these five stages they have to assume different market orientations, as well as different organizational designs, staffing, and compensation programs. Each stage also requires different promotional strategies, each integrated with personal selling to achieve the maximum communications effect.
Relation to text This slide relates to material on p. 603 and Figure 18-3 of the text. Summary Overview This slide lists the three classifications of salespeople which are: Creative selling – requires skill and preparation, and the ability to assess the situation and determine needs Order taking – role is more casual and often involves straight rebuying by the customer but can also involve modified rebuys which requires creative selling Missionary sales rep – role is one of supporting and servicing the customer rather can trying to get new business Use of this slide This slide can be used to discuss the three types of sales positions. Not all firms treat these responsibilities the same, nor are their salespeople limited to these tasks.
Relation to text This slide relates to material on pp. 606-608 of the text. Summary Overview This slide summarizes the advantages and disadvantages of personal selling. These advantages and disadvantages are: Advantages Two-way interaction Message can be tailored to recipient Prospect isn’t likely to be distracted Seller involved in purchase decision Source of research information Disadvantages Messages may be inconsistent Possible management-sales force conflict Cost is often extremely high Reach may be very limited Potential ethical problems Use of this slide This slide can be used to discuss the advantages and disadvantages of personal selling. The advantages of personal selling primarily deal with dyadic communications process, the ability to alter the message, and the opportunity for direct feedback. Some of the more significant disadvantages primarily relate to inconsistent messages, conflicts between sales and marketing, and costs.
Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.
Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.
Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.
Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.
Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.
Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.
Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.