SALES MANAGEMENT GROUP ASSIGNMENT
NAMES
LINET
MATHE
N02021666X
NYASHA NOMSA
MUNYAWARARA
N01415178Q
QUESTIONS
1: Explain the various approach techniques at the disposal of a sales person to adopt in the approach
stage (in a face to face scenario).
2: Explain the various presentation techniques available for sales personnel to adopt in the
presentation and demonstration stage of the selling process.
3: Explain the various closing techniques available for sales personnel to adopt.
Explain the various approach techninique at the disposal of a sales person to adopt in the
approach stage (face to face).
During the approach stage of the selling process, the sales person will make the first personal
connection with the prospect or prospects. This step involves getting the potential buyer or client to
interact with you by personalizing the meeting or otherwise establishing rapport .A good approach
is crucial to sales success because it will either identify you as a bothersome salesperson and cause
a prospect’s guard to go up, or it will identify you as an obliging salesperson with something of
value to offer. Selling roach is a process that requires preparation, you also need analytic and
marketing skill to keep your product noticed. A lot of salespeople take the path of least resistance.
They will prefer to call or email a prospect rather than meeting them on a face to face basis.
However, customers and prospects find it easy to ignore emails and calls and that makes selling a
lot tougher.When you meet a customer face to face, you can get their full attention for that moment.
A face-to-face meeting is much more persuasive. You get more information, you can gauge their
reactions, find out what their objections are and overcome them. Although selling techniques to be
employed may vary along with your target market, some selling principles and basics remain the
same regardless of different factors. So whether you are running a retail store, a wholesale shop or
you are selling services or products online.
Firstly, sales person should research the company. One should check the website of the company
and see if they can find news and announcements concerning the company. Look for an angle that
will help the sell. This information can come in handy during the meeting. If they have just come
back from an industry exhibition for instance, ask them how it went. In addition one should also
Google about the person they are meeting. Find out about their background and look for places
where they are quoted such as press releases and articles. Also find information about them on
social networking websites such as LinkedIn and Facebook.
Knowing your product by heart can also communicate something to the prospect . Nothing is more
appalling to a customer than a seller who does not know what he is selling. As a professional
salesman or an entrepreneur, you have to be ready to answer your customers’ questions regarding
your product. To sell your products faster you must know the basic things about your products like
its functions, where it is manufactured, its specifications, strengths and weaknesses, results to be
expected from using the product. In fact, you must know everything about the products like the
back of your hand because sometimes, selling involves teaching and educating customers.
Moreover, Convert your product features into benefits. Knowing your product’s key features is not
enough if you really want to sell your products fast. Why? The reason is because customers do not
care about the features or specifications of your product; rather, they are interested in what your
product can do for them. So you can take this as an advantage by using the key features of your
product to communicate to your customer how this product is going to be beneficial to him. Do not
tell the customer about you product features, tell him about what he can get out of the product, or
how a certain function of the product is good for him. Amplify the benefits of your product and you
will sell it faster.
Getting to know your potential buyers is also an approach that a salesperson can take up. How well
do you know your existing customers? What do you know about your potential customers? What
are the demographics of your potential customers? Where do they shop? Why do they buy? What
do they buy? What is their level of income? What is the ultimate benefit they are looking for in a
product? . To sell faster than your competitors, you need to answer all the questions asked above.
And to answer these questions, you need to do some research regarding your target market and have
an idea about what they are looking for in a product similar to the one you are selling. Also learn
what group, age bracket and socio economic status of your prospective customers to strategize
more. Arming yourself with this information will reveal your customer’s soft spot, give you an edge
over your competitors and enable sell your products fast.
Furthermore, sales person should advertise their product. Selling your products faster can be made
easier with proper advertisement. When you advertise your product, customers will easily have a
basic knowledge on what it is you are trying to sell. So instead of introducing your product, you can
just concentrate on answering your customer’s questions and clearing his/her doubt. Advertising
your products will also enable you to reach out to potential buyers who know little or nothing about
how good your product is. Getting a customer to be interested or curious is important so that he will
pay your establishment a visit.
The salesrep should Be straightforward and honest. Never make representations about your product
which is untrue. Do not exaggerate on its benefits or features because it can only get you into
trouble. To sell your products and also recurring sales, you have to be genuine and trustworthy.
Customers are getting smarter, they are learning to read beyond the lips of salespeople and they are
getting bored of media hype. People do not like it when they are tricked into purchasing an item
which fails to meet their expectations.
Also they should be enthusiastic. Enthusiasm can make a big difference especially in the game of
selling. To be good at selling, you have to love selling. You must love interacting with people and
above all, you must be happy to help people understand your products or company better. You have
to love promoting and selling your product because this will reflect on how you deal with
customers. Give the customer some space yet let him know that you are there to help him with his
queries. Avoid monologues during this first phase. Try to focus on listening and getting both of you
comfortable, learn about your counterpart. Taking short notes helps you to remember if necessary.
Prepare and ask intelligent questions. Asking questions and listening to the answers is vital if you
are going to impress the person you are meeting. Ask if they are having any problems that they need
help with. Use the information to angle your sales pitch. Also, the sales rep should try to overcome
the urge to jump in and pitch too early. Let the client talk and tailor your pitch to their precise
needs. They should make sure that before they leave, there is a form of commitment. If it is too
early to close the sale, put a date in the diary for the next meeting.
Lastly the sales person should make the product stand out. Now if you are just a salesperson, there
is really not much you can do in this area but if you are a business owner or retailer, then there is
much you can do. To sell more products in less time, you must separate your products from the rest
of the pack. What distinguishes your products from those of your competitors? Does your product
stand out in the marketplace? These are questions you must answer. To separate yourself from the
crowd, you need to tell your customer why your product is better than the others available in the
market. Talk about added benefits, unusual characteristics, and why they can get the best out of
their money’s worth if they buy your product. You can stand out by giving your product a unique
packaging, brand your products, offering a specific promise, positioning your products strategically
especially in trade shows or events.
2: Explain the various presentation techniques available for sales personnel to adopt in the
presentation and demonstration stage of the selling process.
Presentation techniques are an important part of the selling process. They allow sales personnel to
effectively communicate the value of their product or service to potential customers. By using the
right presentation techniques, sales personnel can increase the likelihood of a successful sale.
1. Storytelling: Storytelling is a powerful presentation technique that can be used to engage
potential customers and illustrate the value of a product or service. Sales personnel should use
stories to demonstrate how their product or service can help the customer solve their problem.
2. Visual Aids: Visual aids such as charts, graphs, and images can help sales personnel to
effectively communicate the features and benefits of a product or service. Visual aids can also help
to keep the customer’s attention and make the presentation more engaging.
3. Demonstration: Demonstrations are an effective way to show potential customers how a product
or service works. Sales personnel should use demonstrations to highlight the features and benefits
of the product or service and explain how it can help the customer.
4. Questions: Asking questions is a great way to engage potential customers and get them thinking
about the product or service. Sales personnel should ask questions to get the customer to think about
how the product or service can help them.
5. Role-Playing: Role-playing is a great way to show potential customers how a product or service
can be used in real-life scenarios. Sales personnel should use role-playing to demonstrate how the
product or service can help the customer solve their problem.
6. Testimonials: Testimonials from previous customers can be a great way to demonstrate the value
of a product or service. Sales personnel should use testimonials to show potential customers how
the product or service has helped other customers.
7. Free Samples: Offering free samples of a product or service is a great way to get potential
customers to try it out. Sales personnel should use free samples to show potential customers the
value of the product or service.
By using the right presentation techniques, sales personnel can increase their chances of making a
successful sale. By engaging potential customers and demonstrating the value of their product or
service, sales personnel can increase the likelihood of a successful sale.
Explain the various closing techniques available for sales personnel to adopt.
Closing techniques are used to bring a sales process to a successful conclusion. They are used to
persuade customers to make a purchase and to ensure that the customer is satisfied with the
purchase.
1. The Assumptive Close: This technique involves assuming that the customer has already made the
decision to purchase. The salesperson should make statements that assume the customer has already
made the decision to purchase. This technique is effective because it takes away the customer’s
ability to say no.
2. The Soft Close: This technique involves asking the customer questions that lead them to the
conclusion that they should purchase the product. The salesperson should ask questions that allow
the customer to come to the conclusion that the product is the best choice for them.
3. The Takeaway Close: This technique involves removing an option from the customer. The
salesperson should remove an option that the customer may have been considering and make it
clear that the customer must choose between the remaining options. This technique is effective
because it forces the customer to make a decision.
4. The Summary Close: This technique involves summarizing the customer’s needs and how the
product meets those needs. The salesperson should review the benefits of the product and how it
meets the customer’s needs. This technique is effective because it reinforces the customer’s
decision to purchase the product.
5. The Trial Close: This technique involves asking the customer if they are ready to make a
purchase. The salesperson should ask the customer if they are ready to make a purchase and then
wait for the customer’s response. This technique is effective because it allows the customer to make
the decision without feeling pressured.
6. The Consultative Close: This technique involves asking the customer for their opinion. The
salesperson should ask the customer for their opinion on the product and then use the customer’s
opinion to make a recommendation. This technique is effective because it allows the customer to
feel like they are part of the decision-making process.
7. The Fear of Loss Close: This technique involves creating a sense of urgency. The salesperson
should create a sense of urgency by emphasizing the limited availability of the product or the
limited time the customer has to make a decision. This technique is effective because it encourages
the customer to make a decision quickly.
REFERENCES
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