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    azrea
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    This document outlines fundamentals of sales training including mindset, prospecting categories and techniques. It discusses the sales funnel process from awareness to sales. Sections cover BINGGO activities, KLT concepts, the FA.B technique for presentations, maintaining prospecting lists and follow up records. The workbook provides tools and guidelines for sales representatives to effectively move contacts through the sales process.

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    This document outlines fundamentals of sales training including mindset, prospecting categories and techniques. It discusses the sales funnel process from awareness to sales. Sections cover BINGGO activities, KLT concepts, the FA.B technique for presentations, maintaining prospecting lists and follow up records. The workbook provides tools and guidelines for sales representatives to effectively move contacts through the sales process.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    14 views11 pages

    Workbook

    Uploaded by

    azrea
    This document outlines fundamentals of sales training including mindset, prospecting categories and techniques. It discusses the sales funnel process from awareness to sales. Sections cover BINGGO activities, KLT concepts, the FA.B technique for presentations, maintaining prospecting lists and follow up records. The workbook provides tools and guidelines for sales representatives to effectively move contacts through the sales process.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 11

    WORKBOOK

    Fundamental of Sales

    Cody Basic Training


    Name

    Branch
    Fundamental Of Sales

    Mind Set Process

    BINGGO Activity

    1
    Fundamental Of Sales

    K . L .T C o n c e p t

    This is a sample text.


    Insert your desired text
    here.

    This is a sample text.


    Insert your desired text
    here.
    Sales Funnel Diagram

    2
    Sales
    Funnel
    3

    2
    Fundamental Of Sales

    1. Awareness

    Online Offline

    2. Prospecting

    3
    Fundamental Of Sales

    Categories Prospect
    Hot Market Warm Market Cold Market
    Family, Friends &
    Family & Friends Stranger
    Acquaintances
     Close relationship  Not too close  Someone you do not
     Always meet-up (every relationship know
    day/week)  Rarely meet-up (once a  Can’t recall who is that
     Contact each other year) person
     Share something  Rarely contact each
    together other
     Immediate family  During Hari Raya/ special
     Best friends/ colleague/ occasion/ reunion only
    neighbour  Extended family
     Ex-classmate/ ex-
    colleague
     Known but not close
     Long lost friend / family
     Childhood friends

    3. Presentation

    4
    Fundamental Of Sales

    F. A . B Te c h n i q u e
    10 % 30 % 60 %

    4. Sales

    5
    Fundamental Of Sales

    Prospecting List

    No Name No. Phone Remark

    0 Helmey 019-999 9999

    10

    11

    12

    13

    14

    15

    16

    17

    18

    19

    20

    6
    Fundamental Of Sales

    Follow Up Record

    No Name Phone No Area Product Status Category

    Remark
    Date Follow Up Record
    1.
    2.
    3.
    4.

    No Name Phone No Area Product Status Category

    Remark
    Date Follow Up Record
    1.
    2.
    3.
    4.

    No Name Phone No Area Product Status Category

    Remark
    Date Follow Up Record
    1.
    2.
    3.
    4.

    7
    Fundamental Of Sales

    Follow Up Record

    No Name Phone No Area Product Status Category

    Remark
    Date Follow Up Record
    1.
    2.
    3.
    4.

    No Name Phone No Area Product Status Category

    Remark
    Date Follow Up Record
    1.
    2.
    3.
    4.

    No Name Phone No Area Product Status Category

    Remark
    Date Follow Up Record
    1.
    2.
    3.
    4.

    8
    Fundamental Of Sales

    9
    Fundamental Of Sales

    10

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