To understand psychology in selling, buying decision process and buying situations
To learn communication skills, sales knowledge, and sales related marketing policies
To understand personal selling process
To learn about negotiation
To understand psychology in selling, buying decision process and buying situations
To learn communication skills, sales knowledge, and sales related marketing policies
To understand personal selling process
To learn about negotiation
Recruiting, retaining, and managing the sales force; and managing the sales effort is the major function of any business. Sales is the only revenue generating operation and it needs to be carefully studied and understood to maximise results in today's globally competitive, Triple Bottom Line, world
To understand strategic planning, its linkage to strategic marketing and marketing management
To know how sales strategy is developed from marketing strategy
To learn basic terms used in forecasting, forecasting approaches, and methods of sales forecasting
To understand purposes and the process of sales budget
Business Markets And Business Buying BehaviorFaHaD .H. NooR
Business Markets
Business Buyer Behavior
The Business Buying Process
E-Procurement: Buying on the Internet
Institutional and Government Markets
Business buyer behavior refers to the buying behavior of the organizations that buy goods and services for use in production of other products and services that are sold, rented, or supplied to others.
Business buying process is the process where business buyers determine which products and services are needed to purchase, and then find, evaluate, and choose among alternative brands
Supplier development is the systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products and materials that they will resell or use in making their own products
Sales Management is the process of current exchanges of goods - and thus sales management forms an integral part of Marketing Management. A significantly broader meaning is assigned to sales management as it also encompasses managing the sales functions and the sales force.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright.
Recruiting, retaining, and managing the sales force; and managing the sales effort is the major function of any business. Sales is the only revenue generating operation and it needs to be carefully studied and understood to maximise results in today's globally competitive, Triple Bottom Line, world
To understand strategic planning, its linkage to strategic marketing and marketing management
To know how sales strategy is developed from marketing strategy
To learn basic terms used in forecasting, forecasting approaches, and methods of sales forecasting
To understand purposes and the process of sales budget
Business Markets And Business Buying BehaviorFaHaD .H. NooR
Business Markets
Business Buyer Behavior
The Business Buying Process
E-Procurement: Buying on the Internet
Institutional and Government Markets
Business buyer behavior refers to the buying behavior of the organizations that buy goods and services for use in production of other products and services that are sold, rented, or supplied to others.
Business buying process is the process where business buyers determine which products and services are needed to purchase, and then find, evaluate, and choose among alternative brands
Supplier development is the systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products and materials that they will resell or use in making their own products
Sales Management is the process of current exchanges of goods - and thus sales management forms an integral part of Marketing Management. A significantly broader meaning is assigned to sales management as it also encompasses managing the sales functions and the sales force.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright.
Four out of five B2B decision makers start the buying process via a referral. Take advantage of this reality by automating a follow-up drip when your team closes a new customer.
It often takes more than one attempt to connect, qualify the lead, and turn it into a sales qualified opportunity. The best way to stay persistent is to set up a drip campaign that makes it easy for someone to agree to a call or meeting as soon as possible.
When your product is high involvement, your marketing communications becomes high involvement and that is where direct marketing, relationship & personal selling comes into picture .
Establishing An Online Presence - Coonamble Shire CouncilAndrew Cavallaro
The following presentation was delivered to businesses within the Coonamble Shire Council region in October 2016. Topics covered included:
- Planning for an online store
- Marketing an e-commerce store
- How to ensure you choose a platform that will best suit your needs
- Defining your target market and understanding what they want from a website
- Understanding the importance of online analytics
Students, digital devices and success - Andreas Schleicher - 27 May 2024..pptxEduSkills OECD
Andreas Schleicher presents at the OECD webinar ‘Digital devices in schools: detrimental distraction or secret to success?’ on 27 May 2024. The presentation was based on findings from PISA 2022 results and the webinar helped launch the PISA in Focus ‘Managing screen time: How to protect and equip students against distraction’ https://www.oecd-ilibrary.org/education/managing-screen-time_7c225af4-en and the OECD Education Policy Perspective ‘Students, digital devices and success’ can be found here - https://oe.cd/il/5yV
How to Make a Field invisible in Odoo 17Celine George
It is possible to hide or invisible some fields in odoo. Commonly using “invisible” attribute in the field definition to invisible the fields. This slide will show how to make a field invisible in odoo 17.
We all have good and bad thoughts from time to time and situation to situation. We are bombarded daily with spiraling thoughts(both negative and positive) creating all-consuming feel , making us difficult to manage with associated suffering. Good thoughts are like our Mob Signal (Positive thought) amidst noise(negative thought) in the atmosphere. Negative thoughts like noise outweigh positive thoughts. These thoughts often create unwanted confusion, trouble, stress and frustration in our mind as well as chaos in our physical world. Negative thoughts are also known as “distorted thinking”.
Welcome to TechSoup New Member Orientation and Q&A (May 2024).pdfTechSoup
In this webinar you will learn how your organization can access TechSoup's wide variety of product discount and donation programs. From hardware to software, we'll give you a tour of the tools available to help your nonprofit with productivity, collaboration, financial management, donor tracking, security, and more.
How to Split Bills in the Odoo 17 POS ModuleCeline George
Bills have a main role in point of sale procedure. It will help to track sales, handling payments and giving receipts to customers. Bill splitting also has an important role in POS. For example, If some friends come together for dinner and if they want to divide the bill then it is possible by POS bill splitting. This slide will show how to split bills in odoo 17 POS.
The Art Pastor's Guide to Sabbath | Steve ThomasonSteve Thomason
What is the purpose of the Sabbath Law in the Torah. It is interesting to compare how the context of the law shifts from Exodus to Deuteronomy. Who gets to rest, and why?
The Indian economy is classified into different sectors to simplify the analysis and understanding of economic activities. For Class 10, it's essential to grasp the sectors of the Indian economy, understand their characteristics, and recognize their importance. This guide will provide detailed notes on the Sectors of the Indian Economy Class 10, using specific long-tail keywords to enhance comprehension.
For more information, visit-www.vavaclasses.com
2. Learning Outcomes
After completing this unit, you should:
1. Understand the role of sales staff
2. be able to demonstrate personal selling skills and
processes
3. Be able to demonstrate personal selling
skills and processes
The only way to develop your own selling skills is to
practice. There are two important aspects of
becoming an effective sales person.
• Personal selling skills
•Selling process
4. Personal Selling Skills
The personal skills of the sales person influence the
outcome of many sales situation. In a store where
sales staff are friendly, knowledgeable and efficient
the difference is startling!
Developing your own selling skills involves
concentrating on your communication skills, assessing
your own style and appearance and learning some
tricks of the trade.
Activity: Your hates on the sales floor..
5. Personal Selling Skills
• Communication
– Spoken
– Written
– Non-verbal
– Face-to-face
– Eye contact
– Remote
6. Personal Selling Skills
• Purpose of Communication
– The AIDA Principle
You need to By.....
achieve...
Attention Greeting the customer positively with a smile; inspiring
confidence; pointing out relevant products
Interest Talking in a friendly, approachable manner; identifying
the type of products or services in which the customer
is interested.
Desire Asking open questions to find out the customer’s
precise needs; suggesting solutions to meet
requirements; highlighting the benefits of options
Action Persuasively overcoming objections and closing the
sale
7. Personal Selling Skills
• Purpose of Communication
– Greeting the customer
– Introducing yourself
– Attracting the customer’s attention and interest
– Identifying and meeting customer needs
– Presenting product information
• Appearance
– Dress
– Personal Hygiene
10. Personal Selling Skills
Preparing the sales area
The physical sales environment is very important for all
retailers. An attractive welcoming entrance that leads to a
sales area with clearly displayed and accessible goods has many
advantages.
• Accessibility
• Furnishings and décor
– Self-service and convenience stores
– Clothes shops
– Other Shops
• Music
11. Personal Selling Skills
Preparing the sales area
• Health and Safety
– The building
– Delivery & storage of goods
– Store fixtures and fittings
– Displays of merchandise
– Equipment and appliances
– Cleanliness and tidiness
– Working practices
12. Personal Selling Skills
Preparing the sales area
• Competition – All stores want to make themselves
different from their competitors and can do this by:
– A distinctive image, shop front fascia & layout
– Offering special facilities e.g. coffee shop/parking/play area
– Extra services e.g. packing/free delivery/gift wrapping
– Longer opening hours
– Operating an integrated online/high street operation
– Regular promotions
– Excellent customer service
Who does which?? Suggest examples of retailers who focus on
each of the competitive activities listed to gain an edge over
there competitors
13. Personal Selling Skills
Preparing the sales area
Many things impact on buyer behaviour including their mood on
that day, lighting, temperature, time of day, the weather and
even the time of year.
Stores are designed using a planogram which shows where
every product should be including power isles and power
displays.
Why do you think some manufacturers are prepared to have
their products displayed at eye level?
14. Personal Selling Skills
Processes
• Sales – The sales process consists of three separate
steps:
– Initiate the sale
– Make the sale
– Close
• Objections
– Price
– Timing
– Competition
– The item itself
– The brand or manufacturer
15. Personal Selling Skills
Processes
• Closing Sales
– The direct close
– The indirect close
– The silent close
– The alternative close
• After-sales service
– Delivery
– Warrant
– Customer Care
– Satisfaction
– Follow-up
– Feedback
16. Personal Selling Skills
Processes
• Handling Complaints
• Repeat sales
• Up-selling
Activity: Identify three products that are frequently
upgraded or enhanced to encourage repeat business
17. Personal Selling Skills
Processes
• Recording information
– Sales Information
– Payment information
– Customer Information
• Liaison with other departments
– Customer collections
– Dispatch
– Accounts
– Customer service
