PRESENTED TO: PRESENTED BY: PROF M.R. RANA ANUPAM MAHAJAN(9) THE SALES PROCESS

STEPS INVOLVED IN THE SALES PROCESS The sales process is usually described as a series of interrelated steps beginning with locating qualified prospective customers.Following are the steps involved in the process of sales: 1. PROSPECTING 2. PRE-APPROACH 3. SALES PRESENTATION PLANNING 4. APPROACH 5. SALES PRESENTATION 6. CLOSING THE SALE 7. FOLLOW UP

PROSPECTING LOCATING PROSPECTS SCREENING PROSPECTS : 1.Compatability 2.Accessibility 3.Elilgibility 4.Authority PROSPECTING ISSUES : 1.Which method or methods work best ? 2.The subject of cold call reluctance. 3.The issue of using technology.

PRE- APPROACH In the pre-approach, the sales person gathers information about the prospect. The pre-approach raises two issues worthy of management attention. First is the question of how extensive the pre- approach should be. Second is the issue of invasion of privacy.

SALES PRESENTATION PLANNING SALES PRESENTATION FORMAT : 1.CANNED SALES PRESENTATION: It is highly structured and inflexible. It doesnt vary from customer to customer. 2.ORGANIZED SALES PRESENTATION :The sales person organizes the key points in a planned sequence that allows for adaptive behavior in accordance to different prospects. 3.SALES PROPOSAL: It is a written sales presentation developed after careful investigation of prospects needs.

APPROACH Approaching the customer involve two phases. The two phases are as follows: GETTING AN APPOINTMENT: Most initial sales calls on new prospects require an appointment. STARTING THE SALES CALL: From a communications standpoint,sales person are striving for some specific outcomes during the first few minutes of the sales call.

SALES PRESENTATION Building credibility 1.Personal behavior: One approach can be to become a good listener. 2.Sales techniques: Conservative claims regarding the benefits of the offering. 3.Guarantees and Warranties Questions and Objections: Regardless of the reasons for raising objections and asking questions, the sales person must be ready to respond effectively.

CLOSING THE SALE During the step of closing the sale, the prospects goal is to facilitate the prospects decision making process towards making the purchase and to furnish a stimulus for the decision at the appropriate time. For this purpose, he may employ the following closing techniques: 1.Direct close: Simply ask for the order. Appropriate in most situations. 2.Summary close: Summarize key points to facilitate a purchase decision.

CLOSING THE SALE 3.Contingency close: Isolate the last remaining obstacle to the sale, and make the sale contingent upon removing the obstacle. 4.Assumptive close: Assume the sale has been made. Used when resistance has been weak. 5.Choice close: Ask the prospect which version of the product is preferred.

FOLLOW UP There are two basic purposes of the follow up step in the sales process. 1. First, the benefits and satisfaction sought by the customer must be fully delivered. 2. Second, in many cases, follow up entails the development of a long term, mutually satisfying relationship with the customer. The follow up may even provide a recycling of the sales process through subsequent sales calls on existing customers.