FIRST SLIDE

Selling Function
OUTLINE:
I. OBJECTIVES
II. DEFINITION OF SELLING FUNCTION
III.
IV.
SECOND SLIDE
Objectives
● To be able to determine what is selling function
● To be able to comprehend the students what are the sales process steps.
● To be able to know how to sell service and product properly.
● To be able to sell an effective product and service.
THIRD SLIDE
What is the selling function?
The selling function involves determining client needs and wants. (palagyan po ng effects para
hindi po agad lumabas yung meaning. Thank you po!)
FOURTH SLIDE

Prospecting
● A salesman has to prepare himself first.
● He has to be up-to-date on product knowledge.
● He is aware of the market conditions.
● He knows about the competition.
● He has mastered the technique of selling.
Prospecting Techniques and Telephone Prospecting.
FIFTH SLIDE
PREAPPROACH AND APPROACH
● A salesman has to set call objectives. There should also be some attempt to choose
between several methods of approach-a written communication, a telephone call or a
personal visit. The sales strategy is decided as a part of preapproach.
PRESENTATION AND DEMONSTRATION
● create an interest in the product, so that the buyer desires to possess the product, which
ultimately results in buying action.
● the salesman may greet him and tell him what he is selling. Sometimes, the talk starts by
quoting a reference who sent the salesman.
METHOD OF PRESENTATION
● Suitable questions enhance the value of presentation.
● A sales talk should not be boring.
● A salesman has to be careful about his diction. His presentation should be lively.
Freshness of approach is the most important thing. It does not call for esoteric words. It
calls for a striking expression. It is good to shake people out of their known positions by
making striking revelations.
SIXTH SLIDE
METHOD OF PRESENTATION
Visual Aids
● Visual aid provides us an opportunity to sit in front of the prospect. It is necessary to
know all the visuals completely.
● Satisfied clients may send us their appreciation about our product. These convince our
prospects much more than anything else.
● Brochures, folders, catalogues are used just like visual aids.
SEVENTH SLIDE
Models
● Costly industrial equipment is sold on the basis of models. An interest in model is a
reflection of an interest in the real product. A model involves the buyer mentally and
physically with the product.
Video Equipment
● It is necessary to carry fault-free equipment with all accessories. Prior permission of the
household is necessary. It helps to observe the facial expression of the prospects
HANDLING OBJECTIONS
● During the course of a sales presentation or at the time of closing the sale, a salesman
may encounter objections from the prospect.
TIPS ON HANDLING OBJECTIONS
● A salesman has to be positive.
● He cannot be argumentative.
● He is never aggressive.
CLOSING THE SALE
● Several salesmen falter in closing. They consider selling as a communication task only.
They should sniff a closing situation.
FOLLOW UP AND MAINTENANCE (walang meaning palagay lang po yung word na 'to,
explain ko nalang po. thank you!)