3 team selling o a salesperson joins with specialists

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#3 Team Selling o A salesperson joins with specialists from other functional areas of the firm to complete the selling process o Customers often feel better served by a team approach o Relationships form between companies rather than between individuals o Virtual sales teams - A network of strategic partners, suppliers, and others who are qualified and willing to recommend a firm’s goods or services 4. Identify and briefly describe the three basic sales tasks. o Order Processing - Selling, mostly at the wholesale and retail levels, that involves identifying customer needs, pointing them out to customers, and completing orders o Creative Selling- Personal selling in which a considerable degree of analytical decision making on the buyer’s part results in the need for skillful proposals of solutions for the customer’s needs o Used to develop new business with either new customers or new products o Generates “buzz” for a product o Missionary Selling- Indirect selling method in which salespeople promote goodwill for the firm by educating customers and providing technical or operational assistance o May offer sales incentives such as trips, gas cards, or free product upgrades o May involve both field selling and telemarketing
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5. Outline the seven steps in the sales process. Prospecting & Qualifying o Prospecting - Identifying potential customers o Time-consuming and involves many sources o Create a “brand story”, define their product in terms of what it can do for the customer o Qualifying - Determining that the prospect really is a potential customer o Not all prospects are qualified to make purchase decisions o Two-way street Approach o Initial contact with prospective customer o Use precall planning research to learn about the industry, the customer, his or her needs, and how your products might best meet these needs Presentation o Conveying the marketing message to the customer o A “features-benefits” framework focuses on the good or service in terms that are meaningful to the buyer o Presentations should be well organized, clear, and concise o Technology must be used efficiently to be effective o Cold calling – Contacting a prospect without a prior appointment Demonstration o Buyer has a chance to try a product or see how it works o Multimedia interactive demonstrations are becoming more common o Example: Demonstration videos Black & Decker posts on its Web site o Key to an outstanding demonstration is planning Handling Objections o Objections - Expressions of resistance by the prospect o May take the form of stalling or indecisiveness o Use objections as an opportunity to reassure the buyer or offer more suitable alternatives Closing o Point at which the salesperson asks the prospect for an order; Known as the “hard sell” in selling o Possible strategies: o Addressing the prospect’s major concern about a purchase and then offering a convincing argument o Posing choices for the prospect in which either alternative represents a sale o
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