Summary of the chapter. Modern selling is quite different from the structure of primary step in the selling process. the term advance selling techniques sales representation use different approach use for different customer. to do this well, salespeople and the sales manager who need to understand different sales techniques and method. they must also be skilled in asking question and obtaining information to determine customer need.

Approach approach. The first portion of a sales presentation is a vary critical part of the sales call.it is during this time,known as the approach or (opening)that the sales people introduce himself or herself, outline the purpose of the visit, obtain the prospect attention,and attempt to build interest in the material that will be presented.

(1) First impression are essential A favorable first impression is not just important, it is also important to the success of sales call. To make a favorable impression a sales person must look and act like a professional. some specific suggestion for making a favorable first impression include the following. Known the prospect name. Avoid smoking. Be clean. Concentrate to customer.

(2) preparation. Another key to making a favorable impression is the preparation,sales people must do their homework. They must be knowledge about the customer,about the company,about the product,competation as well as market. (a) Beginning the presentation..many techniques uses for beginning the sales presentation. each seller must choose the one that best fits his or her personality. here we discuss the following important techniques these are,

Con…. Ask question… a good question usually gets the sales presentation of a good start. For example if an insurance agent call to a local business and ask appropriate question.(how many employee does your firm have?

Con…. Use a Refer…..the name of another person is often an effective presentation as well as effective introduction. Take an example of medicam. Offer a benefits…this techniques provide an effective opening.often it involves a starting statement. for example mr:ali I have an idea that will cut your fuel consumption by 10 percent,whould you be interested?

What is presentation techniques. A sales representative can use to prove how an item will provide benefits to customer, and customer must be convinced which they receive those benefits. For convincing her customer there are some techniques use for the purpose of effective presentation. Visual aids….it include chart,graphs,slides,video clips, increase the impact and believability of what is being claimed

Con…. Guarantees. If a prospect is unsure about the benefits of a product are services. Guarantee can be recover this gap. Demonstration….demonstration can be a powerful sales tool but they require a suitable planning. a sales people should double check all parts of the demonstration product before attempting it.

Handling objection and types of objection All sales people need to encounter sales resistant( unwilling, challenges)normally sales resistant take the form of an objection. method of handling complaint using solicited and unsolicited method to handling the customer objection.

Con… Types of objection…..although sales people encounter many types of objection, most are related to three concern,price,source,and competition. Price objection…this form of objection arises when the prospect feels that he are she has financial constraint or charge a high prices then from his competitor. For example, customer…I think your dealing is better but your competitor charge two much low price.

Con…. Method of handling of this objection. price objection must be handling best by pointing to quality and other benefits that customer will receive. when they object on the high prices. show the benefits of the product,product quality,services of the business.

(2) source. This types of object result from negative feeling. which may be real or imagined. that the customer will feel about the product or company employees. For example, customer……I have impressed by what you have said. But I have disheard that your firm has a poor delivery record, two year ago one of your company salespeople misled me.

Con…. Method of handling of this objection.. sales person must make sure they understand the true concern. Sales people must be careful not to become to defensive and argumented.if the objection has valid, the sales person must be find the past difficulties and then demonstrate how condition are now different.

(3) competitions. The third objection is frequently encounter when sales people calling to a new customer. Some customer find and select their best supplier(business) which they take satisfaction. And they are unwilling to change it. Example of this objection include the following, I am regular customer of company ABC,I like this and they have done a good job for us.

Con… Method of handling.. competition object must be critical, if sales person can not find additional benefits which necessary to provide. One might describe a new feature or benefits that a competitor does not have. sales person name to take complete information about the competitor, without the complete information of competitor its difficult to capture different customer.

What is follow-up. Follow-up is used to describe the important after sales activities. Many sales person make this mistake, when they make sales so they consider that the sales process will be fully completed, which is wrong perception of the seller. Effective sales follow-up reduce the customer uncertainty and its improve relation which customer purchase again and again. There are some important suggestion for the purpose of follow-up.

Con…. (1) post sales action. The most important part of the follow-up is to make sure that the item or services sold to the customer has been received in good condition. sales people should check that customer are satisfy or not. These callback also allow the sales person to gather valuable market information and to sell additional services.

(2) Customer relation. In additional to post sales activities sales people also required to maintain good customer relation. For this purpose several specific policies should be used such as handling complaint, maintain contact, show appreciation ( such as gift or thanks.

(3) Self analysis A final follow-up task is self analysis. a continuous evaluation by sales person of their own selling performance and method. Self analysis is vary important its improve overall sales effectiveness.