personal selling and sales management
Post on 17-Jul-2015
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Types of Sales People
HUNTER
Persuasive, have a strong sense of urgency and are adept at bouncing back
from rejection
• Sourcing and qualifying new leads
• Obtaining appointments
• Delivering presentations that address customers’ concerns
• Negotiation and securing new business
FARMER
Empathetic, consistent and adept at developing relationships
• Establishing and maintaining long-term relationships
• Providing expert advice
• Networking within customers to find new leads
• Negotiating and securing new business with existing customers
Turning Product Features into Customer Benefits
“Why do they care?”
“Why is it important?”
Convince the customer that the feature will benefit him/her
Turning Customer Benefits into Product Features
Develop questions to be pursued with the customers
“How can I do it?”
Determine the type of solutions that you can develop and offer
Limited Time
QuickJudgments
Weather the customer is
really interested in buying
What are they interested in
buying
How focused the Customer is on
price
ABCAlways Be Closing
Sales here, takes over months or years
Many people are involved in the buying organisation
Large sums of money is spent
The 8 Steps in MAS
Prospecting
Pre-Approach
Approach
Need Assessment
Presentation
Meeting Objections
Gaining Commitment
Follow Up
Aligning Objectives:
• Should the company pursue opportunities with the new customers or deepen relationships with their existing goals?
• Is the company willing to invest in customer satisfaction at the expense of losing profits?
• Does a new product deserve special attention because it is expected to play a strategic role in form’s portfolio in the future?
Defining the sales Organization:
5 factors while making decisions
• Capability
• Control
• Coverage
• Cost
• Conflict
Outcome based system:
No consideration of how results are achieved.
Outcome based system works best when:• Sales are competitive
• There are many ways to close a deal
• Customer needs information
• Customer trust the salesperson
Behavior Based Management system:
Measure and reward what sales person do, rather than the results of their action.
Behavior based management system works best when:• Non-Sales priorities matter
• The company needs to protect its brand
• Sales person lacks experience
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