Lecture 15 - Personal Selling and Sales Promotion Flashcards
What are the steps in the selling process?
Prospecting and Qualifying Pre-approach Presentation and Demonstration Overcoming objections Closing Follow-up and maintenance
Selling Process: What is prospecting
Identifying and qualifying prospects
- How interested, financial capacity
- Hot, Warm, Cold
Selling Process: What is Pre-approach
“Doing your homework
- Learn about prospect company
- Set sales objectives - want to accomplish
- Decide best approach (letter, phone call, email, visit)
- Plant a sales strategy for the account
Selling process: Presentation/Demonstration
Tells the product :story”
- Features
- Advantages
- Benefits
- Value
Selling process: Overcoming objections
Handling questions and resistance to buying
Need to know the product well and its benefits
Selling Process:Closing
Ask “for paper” - close the sale
-Can offer to make sale as easy as possible
Selling process: Follow-up and maintenance
Ensure: -On-time delivery -Proper installation -Services as necessary Follow up sales call
Selling process:Sales Force Mangagement
Salesforce design/size Recruiting and selecting Training and supervising Motivating Evaluating
Selling Process:Relationships in sales
Are important and can be built
Selling process: Sales Promotions
Short-term incentives to encourage sale of products
Can be aimed at end customers, intermediaries, businesses, and and even companies own sales force
-Can jelly be effective short run sales tool
-Helps to differentiate brands
Selling promotion tools
Samples, Coupons, rebates, premiums, advertising specialties, point of purchase, contests and sweepstakes, events
Sales promotion tools:intermediary considerations
Trade promotions (intermediate) contests discounts and allowances Free product Advertising Sale comcetests
Sales promotion tools (Industrial tools)
Conventions and Trade shows
