MODULE 8

DEVELOPMENT
OF BUSINESS
PLAN: SALES
by Rodel M. Binarao, LPT
OPENING PRAYER
 THE LEARNERS:
1. Explain sales
OBJECTIVES:

2. Distinguish the difference between sales and

marketing
3. Explain sales process
4. Apply and experience sales process
5. Perform sales and sales process
6. Familiarize the basic consumer rights
7. Understand the rights and duties of a buyer and
seller
WHAT IS SALES?

In general, a transaction between

two parties where the buyer
receive goods ( tangible or
intangible), services and/ or assets
in exchange for money:
 SELLING IS THE ABILITY TO:
1.Determine the prospect’s problems and
improvement areas and help them see
your product as the solution to his
problem and improvement areas.

2. Interpret product and service features

in terms of benefits and advance of the
buyer.
WHAT IS THE
DIFFERENCE Encompasses
BETWEEN programs business
Interpersonal use to reach and
SALES AND interaction that you persuade prospects,
MARKETING? engage in with including advertising,
prospect customer public relations,
direct email and
more.

SALES MARKETING
 DIFFERENCE BETWEEN SALES AND
MARKETING

MARKETING SALES MARKETING SALES

Marketing to Trying to get Marketing is Sales is a
get the the customer to much wider and narrow concept
company want what the dynamic sales

produce what company

the customers produces.

wants.

 DIFFERENCE BETWEEN SALES AND

MARKETING

MARKETING SALES MARKETING SALES

Marketing Sales revolves Marketing Selling is a
revolves around around needs creates PULL PUSH
needs and and interest of
interest of seller
buyer
 DIFFERENCE BETWEEN SALES AND
MARKETING

MARKETING SALES MARKETING SALES

Marketing Sales is part of Marketing is a Sales result of
involves a set of marketing process marketing
activities process
 1. Prospecting
2. Pre-approach
PROCESS 3. Pre- approach Activity
4. Approach
SALES

5. Presentation
6. Presales presentations
structure
7. Overcoming Objections
8. Closing
9. Follow-up
1. PROSPECTING

Searching for new customers;

involves locating and qualifying
the individuals or businesses that
have potential to buy a product.
 A. LEAD VS
PROSPECT
LEAD
An individual who has provided a contact information,
and in so doing pointed toward a sales opportunity

PROSPECT
A qualified and interested individual who, through two-
way interaction, has demonstrated they are preparing
to make a sales decision
 B. PROSPECTING
METHODS

1. COLD CANVASSING

This method works on laws of averages.

This method is also known as ‘cold turkey’ or
“new account” method.
 B. PROSPECTING
METHODS

1. COLD CANVASSING

Here, the salesman does not know the

prospect even as lead salesman takes a
calculated chance by collecting the names
and addresses of such leads in a particular
locality and meets them by canvassing.
 B. PROSPECTING
METHODS

2. REFERRAL

A person or organization recommended to

you by someone who feels that this person or
organization could benefit from you or your
product.
 B. PROSPECTING
METHODS

3. ORPHANED CUSTOMERS

They are the customer of the previous sales

person who left the company.
 B. PROSPECTING
METHODS

4. PROSPECTING ON THE WEB

The greatest passive network marketing
prospecting strategy in your arsenal is a
website about your product or business
opportunity.
This is where all your internet marketing efforts
will lead to.
 B. PROSPECTING
METHODS

4. PROSPECTING ON THE WEB

Your website will contain the most comprehensive
information about your product or business opportunity in
detail.
Webinars are new option for the average sales person.
With more and more territory reps in the field, away from
a home office, webinars or web-seminars just like make
sense.
B. PROSPECTING
METHODS

5. PUBLIC EXHIBITONS

Exhibitions and demonstrations take

place from time to time at city, regional
or national or international level.
 B. PROSPECTING
METHODS

5. PUBLIC EXHIBITIONS
The selling houses sponsor such trade-shows and
demonstrations along with sales staff. As the visitors walk
into the pavilion to examine the products, an experienced
salesman takes a few minutes to qualify leads, gets their
names and addresses so as to contact them later on either
at their homes or offices for demonstration.
 B. PROSPECTING
METHODS

6. CENTER OF INFLUENCE
Involved finding and cultivating people in a community or territory who
are willing to cooperate in helping to find prospects. Typically have a
position that includes some form of influence over other people.
Strictly speaking, every individual is the center of attraction of
influence in one way or the other. Being the center of his or her own
worlds he or she has influence on those who are in the orbit or world.
This point is encased under this method.
 B. PROSPECTING
METHODS

6. CENTER OF INFLUENCE
A salesman develops a selected band of persons
who serve as his center of influence in his own
territory or the community. The more friends a
salesman has, the more center of influence he
can tap in finding the prospects for his products.
 B. PROSPECTING
METHODS

6. CENTER OF INFLUENCE
These selected persons are either the customers
or the influential friends of customers. Such as
persons may be ministers, MPs, MLAs, doctors,
lawyers, bankers, professors, club officials,
business leaders, social workers and the
community leaders.
 B. PROSPECTING
METHODS

7. DIRECT MAIL
Used when there are large number of
prospects for a product.
This method is good for large geographical
areas. It is low cost compare to other
methods.
 B. PROSPECTING
METHODS

8. TELEPHONE PROSPECTING

Telephone prospecting is the most

productive way to build up your sales
volume, with very little up-front expense
and a minimum of marketing expertise.
 B. PROSPECTING
METHODS

8. TELEPHONE PROSPECTING
Start with telephone prospecting, and eventually
you will get so many referrals form your existing
customers that you will need to get an assistant
to do your prospecting for you.
This method is more costly than direct mail but
still low cost. Quickly qualifies or rejects lead.
 B. PROSPECTING
METHODS

9. OBSERVATION
For prospect minded salesman, prospects are
everywhere. The salesman plays the role of a
keen observer as if what is going on around.
A salesman, who is agile and alert to identify the
prospects, does it so easily and quickly.
 B. PROSPECTING
METHODS

9. OBSERVATION
That is why, this method is popularly known as “eyes and
ears” inductive method. He observes keenly, meaningfully
and meticulously.
It may be a conversation – a street comment – cinema house
chitchat- office grape- wine- comments at public meetings-
remarks at recreation- a close talk in a hotel- a dialogue
during a journey.
 B. PROSPECTING
METHODS

10. NETWORKING
Another staple of the sales professional
networking can involve anything form attending
trade show events to keeping in touch with past
colleagues. Networking, like sales prospecting, is
a process and not an event.
 B. PROSPECTING
METHODS

10. NETWORKING
It takes time to develop a network, especially if you’re new
to the working world or still trying to establish yourself in
your industry.
Social networking refers to using sites such as Facebook,
LinkedIn, SlideShare, Twitter, Pinterest, Squidoo, etc, in
your everyday sales prospecting activities.
2. PRE-APPROACH

Also known as the planning stage;

essential in creating strategic customer
relationship; helps salesperson provide
product solution that would help fulfill
his/her goal.
3. PRE- A. DETERMINE YOUR SALES
APPROACH OBJECTIVE – BE SMART!
ACTIVITY
B. DEVELOP/REVIEW
CUSTOMER PROFILE

C. DEVELOP CUSTOMER
BENEFITS - FAB
FAB
FEATURES
what the product is

ADVANTAGES
what the product can do versus the
competitor’s product

BENEFITS
what the product can do/what value
BENEFITS 1. Economy – value for money
2. Safety – freedom from physical harm/worry
3. Comfort – convenience; easy to buy or use
4. Appearance – how the product looks
5. Performance – how the product does that it
supposed to do
6. Esteem – how the product/service makes
you look good to others
7. Durability – how long product/service lasts
 4. APPROACH
Usually, the first minute of the presentation;
establishing rapport with the customer

5. PRESENTATIONS
Salesperson presents to potential customer
 6. PRE- SALES PRESENTATION
STRUCTURE

STRUCTURED SEMI- UNSTRUCTURED CUSTOMIZED

SRTUCTURED
Memorized Needs Problem Solving
Selling (ie BPO Formula Selling Satisfaction Selling
Outbound) (ie. Selling
Promodizers)
7.
OVERCOMING
OBJECTIONS
CUSTOMER QUESTIONS ABOUT THE
PRODUCT OF THE COMPANY
 8. CLOSING
SUCCESSFUL COMPLETION OF THE SALES
PRESENTATIONS CULMINATING IN A
COMMITMENT TO BUY THE GOOD OR SERVICE.
ANY OBJECTION HAS BEEN SUCCESSFULLY
ADDRESSED.
 9. FOLLOW- UP
Successful completion of the sales presentations
culminating in a commitment to buy the good or service.
Any objection has been successfully addressed.