basics of selling

1. By-Prof. Snehal Chincholkar

2.  So Are Your Ready ?

3. Think It Through ?
 Think Of a Instance during the last month when
you tried to influence someone. What was your
Objective ?How did you tried to influence that
person? Where you successful ?Why did you
succeed or fail ?How would you handle the
situation differently if you had it to do it again?

4. Selling is…………….
 The activity involved in selling products or services
in return for money or other compensation.
 It is an act of completion of a commercial activity.
 Selling is taking an idea, planting the idea in your
customers minds and making them feel they thought
of it..but do it ethically.

5. Sales Person and Customer

6. 6
Who is a Customer ??
Anyone who is in the market looking at a product /
service for attention, acquisition, use or consumption
that satisfies a want or a need.
CUSTOMER IS . . . . .

7. Customer
Learn about your customer ………….
1.Which type of product/service he/she is looking for.
2. His /Her Knowledge about product/service.
3. His /Her Knowledge about competitive product/service.
4. Customers attitude.

8. 8
Customer
 CUSTOMER has needs, wants, demands and
desires.
 Understanding these needs is starting point of the
entire marketing.
 These needs, wants …… arise within a
framework or an ecosystem.
 Understanding both the needs and the ecosystem
is the starting point of a long term relationship.

9. So they search for information………

10. Methods For Communication With
Customers
Advertising/
Sales
Promotion
Personal
Selling/e-mail
Publicity Word of Mouth
Impersonal
Paid
Personal
Unpaid

11. Strengths and weakness of
Communication Methods
Communicatio
n Method
Control Flexibility Credibility Cost
Personal selling Moderate to High High Low High
Internet Website High Moderate to High Low Moderate to High
Mass media
advertising
High Low Low Moderate
Publicity Low Low High Low to Moderate
Word Of Mouth Low Low High Low
So many firms are developing communication program s that coordinate the use
of various vehicles to maximize the impact of the program on customers. These
coordinated efforts are called Integrated Marketing Communication.

12. So sales person comes to satisfy the
customers……….

13. In Selling……
 You acquire new customers.
 You retain old customers.
 You sell more to your old customers.

14. Use Of Technology By Sales Force
Note Book Computers Presentation Software Contact Management software
63 % 85 % 35 %
Cell Phones-89 % Email-85 % Desktop PCs 68 %

15. Sales Job and the Distribution
Channel
Business-to –Business Channels
Industrial
Sales Person
Trade sales
Person
Distributor
Sales Person
Missionary
Sales Person

16. Sales Job and the Distribution
Channel
Customer Channel

17. Systematic approach to selling,
leading to
 Better success rate - increased turnover for the
company.
 Lesser time taken - more productive field force.
 Satisfied customer - assuring future business.
 Selling - not as salesperson but as consultant.

18. “Old” Model of Selling
10%
Establishing
Rapport
20%
Qualifying
30%
“Selling” (Presenting)
40%
Closing

19. 40%
Developing Trust and
Rapport
30%
Defining Needs &
Problems
20%
Describing Features &
Benefits
10%
Closin
g
New Model Of Selling

20. What Do Salesperson Do ?
 They do not just Sell…………. but
 Servicing customers
 Coordinating activities
 Providing Information to the company and
preparing Information for Customers.

21. Characteristics of Successful sales person
 Motivation
 Dependability and Trust –Worthiness
 Ethical Sales Behavior
 Customer and Product Knowledge
 Communication Skills
 Flexibility
 Emotional Intelligence

22. THANKS