Name: Anant Kumar Jain

Internship: Sales and Marketing

Mentor name: Nishmitha MS

Q 1 What is sales funnel?

Ans: A sales funnel, also called a purchase funnel, is the visual representation of the
customer journey, depicting the sales process from awareness to action.

The funnel, which is sometimes referred to as a marketing funnel or revenue funnel,

illustrates the idea that every sale begins with a large number of potential customers, and
ends with a much smaller number of people who actually make a purchase.

Q2 What are the processes and stages involved in making a sale?

Ans: There are 7 steps in the sale process are:

1. Prospecting: In this stage, you find potential customers and determine whether they have
a need for your product or service—and whether they can afford what you offer

2.  Preparation: The second stage has you in preparation for initial contact with a
potential customer, researching the market and collecting all relevant information regarding
your product or service

3. Approach: In the approach stage, you make first contact with your client. Sometimes this
is a face-to-face meeting, sometimes it’s over the phone.  

4. Presentation: In the presentation phase, you actively demonstrate how your product or
service meets the needs of your potential customer.

5. Handling objections: Perhaps the most underrated of the seven steps of a sales process
is handling objections. This is where you listen to your prospect’s concerns and address
them.

6.  Closing: In the closing stage, you get the decision from the client to move forward.
Depending on your business, you might try one of these three closing techniques.
 Alternative choice close: Assuming the sale and offering the prospect a choice,
where both options close the sale—for example, “Will you be paying the whole fee
up front or in installments?” or “Will that be cash or charge?”
 Extra inducement close: Offering something extra to get the prospect to close,
such as a free month of service or a discount
 Standing room only close: Creating urgency by expressing that time is of the
essence—for example, “The price will be going up after this month” or “We only have
six spots left”

7. Follow-up: Once you have closed the sale, your job is not done. The follow-up stage
keeps you in contact with customers you have closed, not only for potential repeat business
but for referrals as well.

Q3 Differentiate Marketing funnel and sales funnel ?

Ans.  Marketing funnel: Marketing is a fundamental business function that allows brands to improve
visibility and gain a competitive advantage over other competitors. For this reason, a marketing funnel
is an approach that guides potential customers throughout the whole journey; from the first moment
they interact with a brand, way up to the point where they overcome the urge to purchase the product
or service.

Sales funnel; The sales funnel can be identified as the process that leads a sales prospect
from the marketing stages to conversion one. This sales funnel is at the narrowest end of
the conically shaped marketing funnel.Since awareness has been built already, the next
step is to make the visitors believe you are better than others and slightly push the visitors to
buy your offerings. 
 Q4. If you are facing any objection from your leads and how are you going to
overcome them in order to convert them to a valuable customer of our
cooperation?

Ans: Do not take them personally and do not launch into pitch overdrive. Instead, the best
way to handle trust-based sales objections is to view them as a request for more
information and reassurance about what you offer and whether you can deliver it

1. Listen Fully to the Objection

2. Understand the Objection Completely
3. Respond Properly
4. Confirm you’ve satisfied the Objection

Q5. Explain the sales funnel with a real time example or a case study ?

Ans: Imagine that you own an ecommerce business that sells vintage signs. You know that
your target audience hangs out on Facebook a lot and that your target customers are males
and females between 25 and 65 years of age.

You run a fantastic Facebook Ad that drives traffic to a landing page. On the page, you ask
your prospect to sign up for your email list in exchange for a lead magnet. Pretty simple,
right?

Now you have leads instead of prospects. They’re moving through the funnel.

Over the next few weeks, you send out content to educate your subscribers about vintage
signs, to share design inspiration, and to help consumers figure out how to hang these signs.

At the end of your email blitz, you offer a 10 percent coupon off each customer’s entire first
order. Bang! You’re selling vintage signs like crazy. Everyone wants what you’re selling.

Next, you add those same customers to a new email list. You start the process over again,
but with different content. Give them ideas for gallery walls, advise them about how to care
for their signs, and suggest signs as gifts. You’re asking them to come back for more.

There you have it:

1. Awareness: You created a Facebook ad to funnel (pun intended) people to your

website.
2. Interest: You offer something of value in exchange for lead capture.
3. Decision: Your content informs your audience and prepares them for a purchase.
4. Action: You offer a coupon your leads can’t resist, then begin marketing to them
again to boost retention.