Selling training program

BSBCMM401A C62247 OLIVIA

Outline

Communicate SALES PROMOTION Purpose of Sales Promotion Personal selling Non-personal Selling Steps of effective Selling Process

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Selling is providing customers with goods and services they want to buy.

communicate more effectively with customers and co-workers

Beware of interrupting Listen actively Avoid negative questions Be sensitive to differences in technic

al knowledge Use analogies to explain technical co

ncepts

communicate more effectively with customers and co-workers

Use positive instead of negative statements

Be careful of misinterpreted words and phrases

Remember that technical problems involve emotional reactions

Anticipate customer objections and questions

Keep the customer informed

SALES PROMOTION

Definition Sales promotion can be defined as an a

ctivity taken up to boost the sales of a product.

It can include distribution of free samples, offering free gifts, conducting trade fairs, exhibitions & competitions, offering temporary price discounts etc.

Purpose of Sales Promotion

Encouraging the customers to try a new product like free samples distributed by different companies.

Attract new customers. Encourage customers to use the produ

ct or service & make them brand loyal. Counter a competitor’s promotional a

ctivities.

Personal selling

1) two-way flow of communication Personal selling is a promotional method in which one party (e.g., salesperson) uses skills and techniques for building personal relationships with another.

2) between a buyer and seller

Personal selling

3) a face-to-face or real time encounter Because selling involves personal contact, this promotional method often occurs through face-to-face meetings or via a telephone conversation, though newer technologies allow contact to take place over the Internet including using video conferencing or text messaging (e.g., online chat). Personal Selling

Non-personal Selling

Informative Advertising Newspapers Television and Radio Direct Mail Magazines and Trade Journals Yellow Pages Internet

Steps of effective Selling Process

1. Prospecting Salesperson locates and qualifies prospects

2. Pre approach Salesperson determines sales call objective, develops customer profile, customer benefit program, and selling strategies. Customer’s needs are determined.

3. Approach Salesperson obtains interview, meets prospect, and begins individualized sales presentation. Needs are further uncovered.

Steps of effective Selling Process

4. Presentation Salesperson relates product benefits to needs, using demonstration, dramatizations, visuals, and proof statements.

5.Trial close Salesperson asks prospect’s opinion on benefits during and after presentation.

6. Objections Salesperson uncovers objections.

Steps of effective Selling Process

7. Meet Objections Salesperson satisfactorily answers objections.

8. Close Salesperson has determined prospect is ready to buy and now asks for the order.

9. Follow-Up Salesperson provides customer service after the sale.