Characteristics of Successful Salespeople
Immediate Feedback - Constant feedback on their job performance from:
Analysis of results
Immediate feedback from customers is beneficial because it allows
the salesperson to adjust the me
What is Strategic Prospecting?
Process designed to identify, qualify, and prioritize sales opportunities
Whether they represent potential new customers or opportunities to generate
additional business from existing customers.
Preparing for Sales Dialogue
Preparing for sales dialogue
o The more information a salesperson has about a prospect the better chance
he/she has to make a sale.
Popular Prospecting Sources & Methods
o Basic purpose of strategic prospecting: To help salesp
Understanding Non-Verbal Communication
Placement and Movements of Hands, Arms, Head, and Legs
Body Posture and Orientation
Nonverbal Facial Expressions
Tightness along jaw line: anger, sus
Personal Selling Defined
An important part of marketing that relies heavily on interpersonal interactions
between buyers and sellers to initiate, develop, and enhance customer relationships.
o Breakdown of Definition
IMPORTANT PART OF MAR
Contributions of Personal Selling
Contributions of Personal Selling: Salespeople and the Employing Firm
Salespeople generate revenue.
Salespeople provide market research and customer feedback.
Salespeople become future leaders in the organization
ADAPT Questioning Sequence
Show the negative impact of a problem discovered in the discovery sequence
Designed to activate buyers interest and desire to solve the problem.
Projects what life would be like without
Definition: Asking about the consequences or effects of a buyers problems, difficulties,
Examples: How do your employees feel when the payroll process is delayed? Do you
have additional exp
Types of Selling
Need Satisfaction Selling - Based on the notion that the customer is buying to satisfy a particular
need or set of needs. The salesperson is more dependent upon questioning and listening to
uncover the buyers needs.
Interact with buyer to
Types of Questions: Strategic Purpose
Probing Questions designed to penetrate below generalized or superficial
1. Requesting Clarification
Can you share an example of that with me?
2. Encouraging Elaboration
How are you dealing with that situa