Eman Azmi The Art of Selling Training Expert (IFC, PMEC)

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Presentation transcript:

Eman Azmi The Art of Selling Training Expert (IFC, PMEC) emanazmy@yahoo.com

The Art of Selling Part (I): Promotion Mix. Personal & non-personal elements. What is personal selling? Why personal selling? Promotion Strategies. Promotion Mix.

Part (I): Promotion Mix Promotion Mix Promotion Mix. Personal & non-personal elements. What is personal selling? Why personal selling? Promotion Strategies. Promotion Mix Promotion Mix. Advertising Personal Selling Promotion Mix Sales Promotion Publicity

Part (I): Promotion Mix Promotion Elements Promotion Mix Personal & non-personal elements. What is personal selling? Why personal selling? Promotion Strategies. Promotion Mix Promotion Elements personal non-personal Promotion Mix. Advertising 2. Personal & non-personal elements. Personal Selling Promotion Mix Sales Promotion Publicity

Part (I): Promotion Elements Promotion Mix Promotion Mix. Personal & non-personal elements. What is personal selling? Why personal selling? Promotion Strategies. Promotion Mix Advertising Publicity Sales Promotion Personal Selling non-personal personal Promotion Elements 2. Personal & non-personal elements. 3. What is personal selling?

Part (I): Promotion Mix. Personal Selling Personal & non-personal elements. What is personal selling? Why personal selling? Promotion Strategies. Personal Selling 3. What is personal selling? market 4. Why personal selling? Product money (cost)

Part (I): Promotion Mix. Personal Selling Personal & non-personal elements. What is personal selling? Why personal selling? Promotion Strategies. Personal Selling market Product money (cost) 4. Why personal selling? 5. Promotion Strategies.

Distribution Channels Part (I): Promotion Mix. Personal & non-personal elements. What is personal selling? Why personal selling? Promotion Strategies. I. PUSH strategy promotion efforts Producer Distribution Channels Customer demand 5. Promotion Strategies.

Distribution Channels Part (I): Promotion Mix. Personal & non-personal elements. What is personal selling? Why personal selling? Promotion Strategies. I. PULL strategy promotion efforts Producer Distribution Channels Customer demand demand 5. Promotion Strategies.

Role-Play (preparation) Dealing With Customer Role-Play (preparation)

The Art of Selling Part (2): Steps in effective selling process. SUPER sales person skills.

Steps of effective Selling Process Prospecting & qualifying Pre-approach Approach Presentation & demonstration Handling objections Closing Follow-up Identify qualified potential customers Learn as much as possible about customer Make a relationship Tell the product “story” & focus on customer benefits To insure customer satisfaction & repeat business Overcome customer objections Ask for an order

SUPER salesperson Part (2): Risky & innovator Sense of mission Steps in effective selling process. SUPER sales person skills. Risky & innovator Sense of mission Partner & team player Solving problems Rejections are information 2. SUPER sales person skills.

Role-Play (implementation) Dealing With Customer Role-Play (implementation)

emanazmy@ yahoo.com ** *