Sales Strategy

Summary

Introduction to Salesmanship and Sales Force Management:

Evolution of concept, from peddling to now thanks to marketing. Personal selling: Marketing/wants and needs, cust focus and value. consultative(mass-target, 2 ways, info giving)/strategic (nichos, +, product positioning, account and sales team, planning (FPPM) . Partnership (customer first, create value, long term rel.)

Strategic/consult. Selling model (Developing Relationship/win win ethics, product/expert benefits, customer /buying process behavior prospect, and presentation strategy/objectives planning cust service. + personal philosophy /marketing, value, solving)

Partnering : customized approach

Value creation: understanding, creating, communicating and delivering value

Building trust

Ethics and values (personal, policy and management) laws also

Character development (values,

Understanding Buyers & The Buying Process

B2B / B2C.

Buying process

Communications Skills

Styles

Prospecting and Preparing

CRM

Other sources: directories, referrals, trade shows, telemarketing, emails, letters, networking, cold calling, non-sales

Qualify collect and manage prospect

Sales Presentations

Six-steps

Presentation strategy: info, persuasive, reminder

Creating a presentation

Overcoming Obstacles

Need for the product , Product or service, Source of the product, Time, Price

Management of Yourself and Others

Manage of time, territory record and stress

Sales Force Management

Recruitment, training, goals, control, prizes

Reading Negociating with Attila

Walkaway

Listen under attack

Keep track of issues

Assert company’s need

Solutions should work for both

Hardest issue for last

Start high, concede slowly

Avoid emotional traps

What customers really want

Maximum difference scale

* Discuss personal selling as an extension of the marketing concept

* Describe the evolution of consultative selling (from the marketing era to the present)

Marketing consultative...