Sales management

Sales management Selling Sales management Salesmanship

Sales as a career Good remuneration Shortest route to the top Other privileges

Selling process The steps that the sales person follows when selling, which include prospecting and qualifying, pre-approach, approach, presentation, handling objections, closing and follow ups.

Prospecting methods Inquiries from advertising Centers of influence Chain of leads Cold calls Directories and mailing lists Group meetings and parties Internal records Observation Service personnel Trade shows

Pre approach or planning sales call Planning reflects professionalism Planning develops goodwill Planning builds confidence in sales person Planning increases sales probability

Approaching Types of approaches Complimentary approach Reference approach Sample approach Customer benefit approach

Preparing sales presentations An effective sales presentation should Attention Interest Desire Conviction action

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