Assessment.

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· Pre interrogation assessment

1.what is a sales funnel?

A. The sales funnel is each step that someone has to take in order to become your customer.

People at the top of the sales funnel walk by your store. A certain percentage of them decide to

walk in, and than next of the funnel

Example: customer sees a rack of T-shirts on clearance. He or she thumbs through the rack, now

they’re at the next step of the funnel. Then the customer selects four t-shirts and walks to the

check-out. They’re at the last step. If all goes well, they finish the purchase and reach the bottom

of the funnel.

Sales funnel could exist as:

*Retail store

*Sales team

*Website

*Email

*Personal consultation

2.what are the processes and stages involved in making a sales?

A. The 7-step sales process

Ø 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.

Ø 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.

Ø 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.

Ø Presentation: In the presentation phase, you actively demonstrate how your product or service

meets the needs of your potential customer.

Ø Handling objections: This is where you listen to your prospect’s concerns and address them.

Ø Closing: In the closing stage, you get the decision from the client to move forward. Depending

on your business.

Ø Follow-up: The follow-up stage keeps you in contact with customers you have closed, not only

for potential repeat business but for referrals as well.

· stages of the sales cycle

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Ø Prospect for leads: identifying potential prospects is the first stage in any sales cycle and

requires a solid understanding of the service or product you intend to sell.

Ø Contact potential customers: The communication channel you choose will depend on the

business or type of prospect

Ø Qualify the customers: This process may be initiated in the contact stage of the sales cycle, but

the majority of qualifying usually happens during the first sales meeting or appointment.
Ø Present your product: You should aim to present your goods or services in a way that solves an

issue the customer is facing.

3.differentiate marketing funnel and sales funnel?

A. Definition:

· Marketing funnel: marketing funnel refers to the process of converting a lead or a prospective

into a customer.

· Sales funnel :it refers to a system that guides a prospective customer from the marketing stage

to the conversion.

Sales

Marketing

Definition

Sales is a transfer of product from the manufacturer to the customer in exchange for the money

Marketing is understanding the customers need and introducing a product

Approach

Product oriented approach is followed

Customer oriented approach is followed

Strategy adopted

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Sales follows push strategy

Marketing adopts pull strategy

Target audience

Individuals and companies

Target audience for marketing is the public in general

Tenure

Short-term

Long-term

Primary Objective

Influence the target audience to become buyers of the product

Identify customer requirements and make products that fulfills their requirements

Scope

Scope of sales is limited only towards product selling.

Scope of marketing is varied and includes advertisement, customer support, after sales service

etc.

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4.If you’re 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 corporation?

A. Overcome an objection: We’ll cover specific sales objections in a minute, but there’s a

process for overcoming objections in general.

Ø Listen: Don’t just let your prospect spell out their objections – actually listen.
Ø Understand: it’s important to prospect’s concerns to demonstrate that you understand their

objection.

Ø Respond: If the objection is something you have the authority to handle yourself, don’t be

afraid to do it.

Ø Confirm: the objection and confirm that if you’re able to overcome it, the prospect will be

happy to move forward with the deal.

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

A. sales funnel is a marketing concept that maps out the journey a customer goes through when

Making any kind of purchase. The model uses a funnel as an analogy because a large number of

Potential customers may begin at the top-end of the sales process, but only a fraction of these

People actually ends up making a purchase..

Name. Tousif shariff

Corporate I’d. 22IW14653

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