04__The Sales Process

04__The Sales Process - The Sales Process MKTG 3010 Spring...

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The Sales Process MKTG 3010 Spring 2011
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1. Planning 1. The Call
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Plan Your Call If you don’t know where you want to go, you won’t get anywhere!
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Map it out! Call objective (the hill) Account Review (intel) Plan (think FAB) Commit (attack!)
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Call objectives What Who When Where Why How
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Call overview 1. Preliminaries 2. Qualification 3. Interrogation 4. Conditional Transition 5. Presentation (NFABTd) 6. Conclusion
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Preliminaries 1. Greet 2. Clarify Prospect Name Title Position 3. Pleasantries 4. Remove Distractions 5. Transition
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Qualify the client M oney A uthority N eed T imeliness
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Interrogation: Tell me where it hurts? (part1) 1. Let client explain their pain. 2. Listen closely. 3. Determine the problem 4. Do not propose a solution yet!
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Tell me where it hurts? (part2) 5. Probe deeper into the pain. 6. Do not propose a solution yet! 7.
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This note was uploaded on 01/24/2011 for the course MKTG 3010 taught by Professor Morris during the Spring '09 term at North Texas.

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04__The Sales Process - The Sales Process MKTG 3010 Spring...

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