3.  Hot Prospects  Warm Prospects  Cool Prospects

4. Preapproach  Information Gathering  Planning the Sales Call Approach  Making an Appointment  Meeting the Prospect for the First Time

5.  Understanding the buyer’s need  Sales Presentation Methods  Developing an Effective Presentation --Don’t Overload --Prospect’s Language --Convincing

6.  Ask Questions  Turn Objection into a Benefit  Deny Objection Tactfully  Third-Party Certificate  Compensation

7.  Trial Close --To what extent this product meets your needs? --Out of these 3 models that are here, I think you like this model. Am I right Sir?  Closure --Asking for the Order

8.  Check Customer Order  Plan Follow Up Visit at the Time of Delivery  Account Penetration  Relationship Marketing

9. 1. Classification of Accounts 2. Relationship Strategy 3. Selling Methods & 4. Channel Strategy

10.  Class A: High Sales & Profit Potential  Class B: Medium Sales & Profit Potential  Class C: Low Sales & Profit Potential (includes Prospective Customers & Customers who have good relationship with competitors)

11.  Transactional Relationship -- Low sales & profit potential -- Less loyal -- May Have excellent relationship with competitors -- Offered less service & low commitment

12.  Value-added Relationship -- Medium sales & profit potential -- Are offered better solutions to their problems -- Meeting their needs better than the competitors

13.  Collaborative Relationship --Generally customers with high sales & profit potential -- Few in numbers --Long term, mutually satisfying relationships --Strong commitment & trust --Cost of serving is high

14. a) Stimulus response method b) Formula method c) Need satisfaction method d) Team selling method e) Consultative selling method

15.  Also known as Canned Sales Presentation  A memorized or prepared sales presentation  It is assumed that if the salesperson makes the proper stimuli,he can get a favorable response from the prospect  Mostly used by telemarketing people & door- to-door salespeople

17.  Also known as Formulated Method or Mental States Selling  A  I  D  A Getting the Attention Uncover Prospect’s Interest Arousing Strong Want Closing the Sale

18.  Understanding Buyers’ need by asking situational, problem identifying questions  Written Proposal after understanding the problem areas  Or else a Sales Presentation  Generally done in 3 ways--- * Features * Advantages * Benefits

19.  Multi person sales team to deal with multi person buying centre  Should be used for major accounts with high sales & profit potential

20.  Also known as Problem Solving Method  Providing solution within the customer’s budget  Helping the customer to achieve the Strategic Goal

21.  Selecting an appropriate marketing/distribution/trade channel  Channels available— --Company Sales Force --Industrial Distributors or Dealers --Manufacturer’s Representative --Telemarketing --Internet --Brokers & Commission Merchants