1. Sales management

3. Sales management
Selling
Sales management
Salesmanship

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

5. 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.

6. 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

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

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

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

10. TERIMAKASIH