CROSSING THE CHASM

Market Expansion

ABV TEX

ABV TEX

ABV TEX

Business Challenge

‘One thing we’ve discovered with certainty is that anything we do that makes the customer more successful inevitably results in a financial return for us’.

-Jack Welch, GE

Business Development Tactics and Skills

ABV TEX

The history of salesmanship is as old as human civilization- Paul Herman

The techniques of modern sales management and selling techniques were refined by John Henry Patterson- Father of modern sales management. He showed the strategy and skill required to transform a sales force in to an effective work force for generating sales and profits.

A sales person is no longer an order taker or information provider.

What is Sales Management?

It means planning, direction and control of personal selling.

ABV TEX

The solution is need based marketing – make him understand the benefit.

ABV TEX

Process or Steps in effective selling

It goes through prospecting toSales closing and after salesService.

Relationship selling- it means Important or majorCustomers Need continuous attentionThrough partnering or collaborativeRelationships.

ABV TEX

ABV TEx

ABV TEX

ABV TEX

ABV TEX

ABV TEX

ABV TEX