marketing Flashcards
selling process-3
prospecting, approach, pre approach, need assessment, presentation and demonstration , handling objections, closing sales, after sales service
Techniques/skills for answering objections-3
- listen and do not interrupt
- agree and counter
- straight denial
- question the objection
- forestall the objection
- turn the objection into a trial close
Essentials of salesmanship-1
- mutual benefit
- salesmanship is a persuasion
- creation of permanent customers
- an educative process
5.winning of buyer confidence - link between the buyer and the seller
- a creative process
- aiming to serve producers, distributors and customers
- discourages unnecessary arguments
- customers are always right
importance of salesmanship-1
- important to producers
-pushing producers into the competitive market
-to capture new markets also salesmanship is very important
-salesmen work as the “eye and ear” for the manufacturers
2.important to consumers
- most ppl buy out of emotion, justify by logic
-ppl don’t buy their way into something. they just buy outta something(eg- buy the hole not the drill)
-ppl don’t buy products and services they buy stories
-salesman educates and guides the consumers
purpose/importance of sales quota - 4
- to indicate strong or weak spot in selling structure
- to furnish goals and incentive for sales force
- to control salespeople activities
- to evaluate productivity of salespeople
- to improve effectiveness of compensation plans
- to control selling expense
- to evaluate sales contest results
principles and procedures of setting sales quota-4
- work with your sales team to develop quotas
- consider how much you would like your business to grow
- add up the revenue you expect your sales team to bring in
- stair-step quotas
- pay attention to market conditions
types of sales quota-4
- sales volume quota
- the activity of quota
- quotas combination
- financial or budgetary quotas
quota setting methods-4
- top management downward
- territorial estimate upward
3.combination of both - past performance method
benefits of training
- enhanced skill levels
- improved motivation
- improved self confidence
- reduced costs
- fewer complaints from customers
- lower staff turnover
- reduced management support
- higher job satisfaction
- higher sales and profits
training process-5
- need assessment
- setting objectives
- designing
- implementation
- evaluation
skill development four classic stages-5
- stage- unconsciously unable | description- trainee doesn’t think about skills
- stage- consciously unable | description- trainee reads about skills but cannot carry them out in practice
- consciously able | trainee knows what to do and is reasonably proficient in individual skills but has difficulty putting them all into practice together
- unconsciously able | trainee can perform the task without thinking about it; skills become automatic
closing techniques- 3
- ask for the order
- the concession close
- the objection close
- action agreement
- the alternative close
- summarise and ask
sales force socialization( chapter 5) last
refers to the process by which salespeople acquire the knowledge, skills, and values essential to perform their job.
the process begins when the sales recruit is first exposed to the organization and may extend for several years.
2 stages are-
-achieving realism
-achieving congruence
sales organization - 4
sales organization is a structured framework, specifying the formal authority and responsibility among sales persons working in the organization
types of sales organization structure
- geographical structure
- product specialization structure
3.customer-based structure - account-size structure
- mixed organization
