THE SALES PROCESS

 There no magic formula to make sales.

However it is widely believed that if
salesperson follows certain steps , the
chances of success are greatly
improved. The steps may not occur in
the same order that is shown.
STEPS
 PROSPECTING & QUALIFYING

PREAPPROACH

APPROACH

PRESENTATION & DEMONSTRATION

OVERCOMING OBJECTIONS

TRIAL CLOSE/CLOSING THE SALE

FOLLOWING UP & SERVICE

 PROSPECTING &
QUALIFYING
 PROSPECTING
 Itis an important activity for succeeding
in today’s world competitive
environment.
 To increase even maintain sales volume,
particularly if the sales from the exiting
customers is stagnating declining, a
company must continuously prospect
for new customer.
 QUALIFYING
 It is necessary that the probable prospect is
qualified.
 The probable prospect has need for the
product/service being sold.
 The probable prospect can afford to buy the
product or the service
 Mainly three types of prospect that are
 Hot prospects
 Warm prospects
 Cool prospects

 PREAPPROACH

 Information gathering


 Planning the sales call


 Setting call objectives

 Planning the sale strategy

 APPROACH
 After collecting the prospect’s name &
other information, as mentioned earlier
in preapproach, the next step is to
make an appointment to see the
prospect. This called as approach.
 Its take few minutes of call, but it can
make or break sale.
 The initial impression of a salesperson is
based on his/her appearance, the
attitude, & the opening line.
 PRESENTATION &
DEMONSTRATION
 Understanding the buyer’s needs
○
○ SITUATIONAL QUESTIONS
○
○ PROBLEM IDENTIFICATION QUESTIONS
○
○ PROBLEM IMPACT QUESTIONS
○
○ SOLUTION VALUE QUESTIONS
○
○ CONFIRMATION QUESTIONS

Sales presentation
methods
 Stimulus response method
 Formula method
 Need- satisfaction method
 Team selling method
 Group presentation
○ Need analysis
○ Introduction
○ Convincing
○ Specific- benefit
○ Well approached
Demonstration
 Planning & conducting demonstration


 Matching presentation methods with

situations

OVERCOMING OBJECTIONS

 Ask questions

 Turn an objection into benefit

 Deny objection tactfully

 Third- party certificate

 Compensation

 TRIAL CLOSE/CLOSING THE
SALE
 To what extent this product meets with your
needs?
 Which of these benefits are important to you?
 Some buying signals
○
○ Examines the product
○
○ Asks another person’s opinion
○
○ Ask questions
○
○ Becomes friendly
○
Closing techniques

 Alternative- choice

 Minor points close

 Assumptive close

 Summary- of- benefit close



 FOLLOWING UP & SERVICE
 Check customer order

 Plan follow- up visit at the time delivery

 Account penetration

 Relationship marketing


TRANSACTIONNAL &
RELATIONSHIP SELLING

 Transaction Selling

 Relationship selling

 Value added selling
 MARKETING & PERSONAL
SELLING SRATEGIES
Sales
Promotional strategy

Product/service strategy
Target market strategy Advertising
strategy
Marketing strategy Promotional marketing strategy
Personal selling
Marketing mix strategy
strategy
Promotional marketing strategy
Public relations
strategy
Distribution strategy
Direct marketing
strategy
 SALES STRATEGY

Sales managers are responsible for strategic
decisions at the account or specific customer level.
Sales strategies are developed for each specific
customer. However, the sales strategic decisions are
typically made by arranging individual customers into
similar categories or groups.


 There are four parts of a sales strategy :

 1.) Classification of accounts
 2.) Relationship strategy
 3.) Selling methods
 4.) Channel strategy



Classification of
accounts
 Within a target market segment, the
accounts or specific customers, are
classified into different customer groups.
All customers within target segment are
not same. Some customer may have a
good relationship with competitors, a few
customers may have large sales
positional and other customers may
require medium or low value of the
company’s product or services.
  For e.g.:
 A precision steel tube manufacturing and
marketing company had targeted automotive
segment as one of the target segments. Within
the auto segment, it classified the customers into
three different customer groups:
 * Class ‘A’ : High sales and profit potential.
 * Class ‘B’ : Medium sales and profit potential.
 * Class ‘C’ : Low sales and profit potential,
including prospective customers and customers
who have good relationship with competitors.


RELATIONSHIP
STRATEGY
 Transactional relationship

 Value- added relationship

 Collaborative relationship
SELLING METHODS
 Sales people should use different selling
methods to suit different relationship
strategies. the different method of
selling like
Stimulus response method
Formula method
Need-satisfaction
Team selling method
Consultative selling method
Channel Strategy
 A strategic issue in the sales in the
sales strategy is to select an appropriate
channel like a marketing channel,
distribution channel, or trade channel and
for covering selling efforts, it is called
sales channel.

 The various sales channels available to firms
for covering selling efforts and to individual
customers are:


The company sales force

Industrial distributors or dealers
Manufacturer’s representatives, independent
representatives, or agents
Telemarketing
Internet
Brokers and commission merchants.

THANK YOU