


Hot Prospects
Warm Prospects
Cool Prospects
Preapproach
 Information Gathering
 Planning the Sales Call
Approach
 Making an Appointment
 Meeting the Prospect for the First Time
Understanding the buyer’s need
 Sales Presentation Methods
 Developing an Effective Presentation
--Don’t Overload
--Prospect’s Language
--Convincing

 Ask
Questions
 Turn Objection into a Benefit
 Deny Objection Tactfully
 Third-Party Certificate
 Compensation
Trial Close
--To what extent this product meets your
needs?
--Out of these 3 models that are here, I think
you like this model. Am I right Sir?
 Closure
--Asking for the Order





Check Customer Order
Plan Follow Up Visit at the Time of Delivery
Account Penetration
Relationship Marketing
1.
2.
3.
4.
Classification of Accounts
Relationship Strategy
Selling Methods &
Channel Strategy



Class A: High Sales & Profit Potential
Class B: Medium Sales & Profit Potential
Class C: Low Sales & Profit Potential (includes
Prospective Customers & Customers who
have good relationship with competitors)
Transactional Relationship
-- Low sales & profit potential
-- Less loyal
-- May Have excellent relationship with
competitors
-- Offered less service & low commitment

Value-added Relationship
-- Medium sales & profit potential
-- Are offered better solutions to their
problems
-- Meeting their needs better than the
competitors

Collaborative Relationship
--Generally customers with high sales & profit
potential
-- Few in numbers
--Long term, mutually satisfying relationships
--Strong commitment & trust
--Cost of serving is high

a)
b)
c)
d)
e)
Stimulus response method
Formula method
Need satisfaction method
Team selling method
Consultative selling method




Also known as Canned Sales Presentation
A memorized or prepared sales presentation
It is assumed that if the salesperson makes
the proper stimuli ,he can get a favorable
response from the prospect
Mostly used by telemarketing people & doorto-door salespeople





Also known as Formulated Method or Mental
States Selling
A
Getting the Attention
I
Uncover Prospect’s Interest
D
Arousing Strong Want
A
Closing the Sale
Understanding Buyers’ need by asking
situational, problem identifying questions
 Written Proposal after understanding the
problem areas
 Or else a Sales Presentation
 Generally done in 3 ways--* Features
* Advantages
* Benefits



Multi person sales team to deal with multi
person buying centre
Should be used for major accounts with high
sales & profit potential



Also known as Problem Solving Method
Providing solution within the customer’s
budget
Helping the customer to achieve the
Strategic Goal
Selecting an appropriate
marketing/distribution/trade channel
 Channels available—
--Company Sales Force
--Industrial Distributors or Dealers
--Manufacturer’s Representative
--Telemarketing
--Internet
--Brokers & Commission Merchants
