Chapter12

Chapter12 - Chapter 12 Chapter Obtaining Commitment...

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Chapter 12 Chapter 12 Obtaining Commitment
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Obtaining Commitment Today Obtaining Commitment Today Closing- obtaining commitment by asking for a buyer’s business – necessary to get commitment Closing techniques are viewed by many to devalue buyer perceptions of the company Major research, based on more than 35,000 sales calls over 12 years, has found that in a MAJOR sale, reliance on closing techniques actually reduces effectiveness See Exhibit 12.1 for examples
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Closing the Sale Closing the Sale Part Of The Process Obtaining commitment is more than just securing an order, it is a foundation for securing a long-term relationship The Importance Of Securing Commitment Gaining commitment tells the salesperson what to do next and defines the status of the client If salespeople fail to gain commitment it takes longer to obtain a potential sale The sooner a prospect buys, the sooner benefits are realized Company’s future success depends on goodwill and profit Financial rewards for the salesperson
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Financial Terms and Conditions Financial Terms and Conditions Price is the last, and often the most important step in the buying process Factor in discounts, credits, and shipping terms Figuring out the final actual price may be difficult with products which have many options and packages – software packages designed specifically for certain businesses help with calculations
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Financial Terms and Conditions Financial Terms and Conditions Discounts Quantity discounts- encourage large purchases by passing along savings resulting from reduced processing costs (most common) 2 Types of Quantity Discounts Single-order discount- percentage discount on a single order of a specified number of products Cumulative discount- quantity discount for purchases over a period of time (must meet minimum) May also use end of period rebate
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Financial Terms and Conditions Financial Terms and Conditions Credit Terms Cash discounts- price discounts for early repayment Calculated after quantity discounts are calculated Common discounts include 2/10 and n/30 Shipping Costs Free-on-board-(destination) seller agrees to load the goods; buyer takes responsibility for the goods once they reach the buyer’s location, and seller will pay freight – see examples in book P.313 Can play important role to what is purchased
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Chapter12 - Chapter 12 Chapter Obtaining Commitment...

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