SALES MANAGEMENT

Session 5: Sales techniques

Sales Management
 SALES RESPONSIBILITIES

2
Sales Management
 3
Sales Management
 4
Sales Management
 PREPARATION FOR PURE
SELLING & SALES NEGOTIATION

- Product knowledge and benefits

- Knowledge of competitors’ products and
their benefits
- Sales presentation planning
- Setting sales objectives
- Sales cycle
- Understanding buyer behaviour
 PREPARATION FOR SALES
NEGOTIATION

- Assessment of the balance of power

- Determination of negotiating objectives
- Concession analysis
- Proposal analysis
 Personal selling process

Marjolaine Matray - 7

Sales Management
 8
Sales Management
 9
Sales Management
 10
Sales Management
 11
Sales Management
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Sales Management