The Sales Process and Techniques Guided Notes
What is selling?
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Helping:
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Involves:
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One of the oldest and most-valued business forms
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Takes place in:
Goals in Selling
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To help:
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Profit maximally
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Ensure:
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To have:
Methods of Selling
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Personal Selling-
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Business to Business (Industrial)-
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Telemarketing-
Types of Sales Positions
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Retail Sales Personnel-
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Professional Sales Personnel-
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Telemarketers-
Effective Sales People
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Good Communication Skills
Good Interpersonal Skills
Solid Technical Skills
Positive Attitude and Self-Confidence
Goal Oriented
Empathy
Honesty
Enthusiasm
Getting Ready To Sell:
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Find new customers by __________________
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Why is it not prevalent in retail Sales?
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Sales person wants to generate:
Sources & Methods of Prospecting
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Employer leads
Telephone Directories
Trade & Professional Directories
Newspapers
Commercial Lists
Customer Referrals
Cold Calls (canvassing)
Preparation for the Sale
Industrial
Retail
A.) The Service Approach-
B.) The Greeting Approach-
C.) Merchandise Approach-
The Steps of a Sale
1. Pre-approach
2. Approaching the customer
3. Determining needs
4. Presenting the product
5. Handling questions
6. Closing the sale
7. Suggestions Selling
8. Follow-up
Building a Clientele
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What is the number one factor that keeps customers coming back?
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Good _____________________________, ____________________________,
____________________________ , and ______________________________
Customer Buying Decisions
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Sales people must study:
Rational Motives
Decision
Extensive Decision Making
Limited Decision Making
Routine Decision Making
Emotional Motives
Definition
Example