PROFESSIONAL SALESMANSHIP (MIDTERM) Flashcards
Must invest a significant amount of time in planning sales calls on prospective and existing customer so that they can communicate in a clear credible and interesting fashion
*SALES PEOPLE
In person meeting between a salesperson or sales team and one or more buyers to discuss business.
*SALES CALL
A business conversations between buyers and sellers that occur a sales people attempt to initiate develop and enhance customer relationship.
*SALES DIALOGUE
Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.
*SALES PRESENTATION
ADAPT stands for:
*ASSESSED
*DISCOVERED
*ACTIVATED
*PROJECT
*TRANSITION
is the process of finding and interacting with possible clients or consumers in order to create new business possibilities is known as prospecting. In order to turn leads into consumers, it entails conducting research, identifying potential customers or businesses, reaching out to them, and building connections.
*PROSPECTING
Importance of Prospecting
1.REVENUE GENERATION
2.MARKET EXPANSION
3.BUILDING RELATIONSHIPS
4.INSIGHT AND STRATEGY DEVELOPMENT
-By identifying and reaching out to potential customers, businesses can create opportunities for sales and revenue growth.
*REVENUE GENERATION
-prospecting allows businesses to explore and enter new markets or customer segments
*MARKET EXPANSION
-Engaging with prospects helps build relationships and trust early in the sales process
*BUILDING RELATIONSHIPS
-Prospecting provides valuable insights into market trends, customer needs, and competitive dynamics
*INSIGHT AND STRATEGY DEVELOPMENT
- Is a process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential costumers or opportunities to generate additional business from existing costumers.
*STRATEGIC PROSPECTING
Prospecting Methods
*COLD CANVASSING
*NETWORKING
*COMPANY SOURCES
*COMMERCIAL SOURCES
- occurs when
salespeople contact a sales lead unannounced with little if any information about the lead.
Cold calling
Referral
Introductions
*COLD CANVASSING
- is the act of creating and sustaining relationships with individuals who can assist you professionally and personally. It entails engaging with others to exchange information, resources, and opportunities, typically aiming for mutual advantage.
Center of influence
Noncompeting salespeople
Social Media
*NETWORKING
- refer to the different methods or channels a company uses to collect, manage, and share information that can help their own salespeople with strategic prospecting.
Company records
Advertising
Inquiries
Telephone Inquires
Trade Shows
Seminars
*COMPANY SOURCES
- A variety of sources in print and electronic form can be very useful in prospecting.
Directories
Lead management service
*COMMERCIAL SOURCES
Types of Sales Presentations
Canned Presentation
Written Sales Proposals
Organized Sales Dialogues and Presentation
5 Important Dimensions for Evaluating Sales Proposal
Reliability
Assurance
Tangibility
Empathy
Responsiveness
Sales Dialogue Template
Section 1: Prospect Information
Section 2: Customer Value Proposition
Section 3: Sales Call Objective
Section 4: Linking Buying Motives, Benefits, Support Information, and Reinforcement Method
Section 5: Current Suppliers and other Key Competitors
Section 6: Beggining the Sales Call
Section 7: Anticipated Prospect Questions and Objections with Planning Responses
Section 8: Earn Prospect Commitment
Section 9: Building Value through follow-up Action
