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

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

3. 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

4. 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

5. 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?

6. 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)

7. 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.

8. 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.

9. 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.

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

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

12. 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

13. 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.

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

15.
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