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Meeting Objections Part of the presentation process, is an important sales skill. Objections raised by a prospect may represent a request for clarification or additional information. Well-prepared salespeople will anticipate objections and be prepared to overcome them. Closing the Sale
The stage at which the seller tries to gain a purchase commitment from the prospect. Salespeople who are uncertain that it is an appropriate time to "close the deal" may use a trial close. If a trial close seems to be going well, it can be pursued to a complete close. If not, it can be withdrawn without detracting from the effectiveness of the meeting. Trial close A sales technique wherein the sales staff uses certain variety of questions and observations using which they then try to find out the mood of the buyer regarding the product, whether he is interested in buying the product or not. Follow-Up Represents the salesperson's efforts to assure customer satisfaction after the sale. These efforts provide an important basis for building goodwill and future sales. It may also be used to suggest additional sales of the product or related goods. Canned sales presentations These are memorized messages. Salespeople using these deliver the same prepared statement to each prospect. Interactive presentations Rely heavily on learning more about each prospect's needs and preferences through direct interaction. Salespeople use this "needs-satisfaction" approach tailor each sales message to each customer. By allowing thepotential buyer to speak initially about his or her needs, the salesperson can respond by explaining how the product will address those needs. It is a problem-solving approach to selling. Many salespeople employ parts of both strategies. Relationship Selling Refers to those salesperson's activities that are focused on building ties to the customer. Paying attention to buyer's needs and being truly committed to the customer's satisfaction are the key components of this kind of selling. Partnership Selling Refers to formal arrangements between buyers and sellers that create unique, customized products and services for the buyer. This often requires each party to share their unique knowledge and expertise with the other in ways that are not characteristic of conventional buyer-seller relationships. This includes disclosing sensitive competitive and company information, as well as providing access to each other's technical experts. Sales Force Structure Refers to how sellers choose to organize their sales force. A sales force can be organized according to geographic territories, product lines, or customer types. Companies may have both inside and outside sales forces. Inside salespeople conduct business from their office via telecommunications media or meet with clients at the seller's location. Outside salespersons travel to make sales calls on customers.
Inside sales force Conduct business from their office via telecommunications media or meet with clients at the seller's location.