sales management
❖ Personal selling process:
1) Customer finding and valuation/pre-sales preparation: Finding new customers
should work. In addition, before meeting with the customer, you should have information about the goods and competitors.
should be.
2) Pre-approach preparation: Gathering information about the prospective client. customer's
such as the brand used, the solvency.
3) Approach to the customer: The customer should also leave a good impression and establish good relations.
4) The process of making the presentation: He should introduce himself and his company and then move on to the product.
5) Handling objections: Persuading customers about their objections by informing them
is to be done.
6) Sales completion / closing: It is the most important stage. Customer , price , payment terms
By emphasizing the benefits of the product you are asking about the delivery process, the interview is with sales.
must be terminated.
7) Monitoring/Control: Timely delivery of the goods and customer satisfaction should be ensured.
A. Client finding and valuation:
• It is the process of searching, identifying and qualifying customer candidates, ie the product
It is the process of elimination of people who will not buy. This is determined by personal sellers.
leads can be both new and old product users.
• Finding customers is not an easy task. Businesses of the customers in question
It is necessary to understand whether they are suitable and valid customers for a successful seller
involves a study of generating and identifying potential customers.
is to develop a strategy.
✓ Identification of customer candidates:
a) Determination of customer candidate profile:
• The personal seller is first and foremost a lead.
should profile. By selecting target markets for this
studies can be done.
Factors that can be addressed are demographic factors, geographic,
can be products and services.
b) Preparing a prospective customer list: After personal sellers determine a profile,
Then you must identify the leads and talk about them as necessary.
should collect information. Then among these real customers
should choose their candidates. Internal resources on this subject; company records,
service department, advertising department and credit department
are the elements. Other resources on this subject; newspapers, commercial
sources, commercial records, customers are vendors of other companies.
c) Qualifying the lead: This is the personal selling process.
Telemarketing gives personal sellers a huge advantage. tele
marketing appointments, maintaining communication with customers,
collecting information, solving the fee process, distribution of the product
set up, conduct surveys, solve problems to the customer
provides support.
➢ Pre-approach preparation:
o After personal sellers identify leads, the best way to approach them
Once he has determined his path, he must plan the best way to approach it. This
planning fulfillment by the personal seller before contacting the customer
Requires some required tasks. These tasks are customers' history product
collect information about their needs and personal characteristics, and also
It involves assuring that their candidate will accept him well.
o At this stage, it tries to collect additional information about the identified customer.
o Who will use the goods/services to be purchased and the cost,
They need to know who can maintain their sales relationship. Information collected, sales
Identifying customer needs and meeting their needs from the beginning of the presentation
provides reception. It ensures that the seller does not make mistakes in front of the customer.
It increases the duty of the seller. All activities of the sellers before the visit
Comprehensive planning and planning down to the smallest detail
required.
➢ Planning: Proper planning and preparation prevents failure. Proper planning
Doing is out of necessity. The seller's ability to get the most sales from each visit, and
The visit must be planned in order to make the most of it. It is planned to give the seller any
It ensures that it is prepared for an unexpected situation. So you sell alongside the customer.
can keep control.
a. Visit Planning: It will increase the sales success and will be reserved for the sales meeting.
the form of planning that will ensure the efficient use of the element
is called. The visit plan is the order of things to be done before the visit. of the seller
Determining the purpose of the visit is the first task of the visit plan. Achieve the seller goal
sales strategy, planning and appointment. Purpose; of the seller
why they will go to the interview and what they will do and who tend to buy
what to offer customers.
b. Customer Planning: A preparation to be made according to the characteristics of the customers
The work may also vary by company. But for the client
Some of the topics to be explored might be: region , status of competitors ,
❖ Personal selling process:
1) Customer finding and valuation/pre-sales preparation: Finding new customers
should work. In addition, before meeting with the customer, you should have information about the goods and competitors.
should be.
2) Pre-approach preparation: Gathering information about the prospective client. customer's
such as the brand used, the solvency.
3) Approach to the customer: The customer should also leave a good impression and establish good relations.
4) The process of making the presentation: He should introduce himself and his company and then move on to the product.
5) Handling objections: Persuading customers about their objections by informing them
is to be done.
6) Sales completion / closing: It is the most important stage. Customer , price , payment terms
By emphasizing the benefits of the product you are asking about the delivery process, the interview is with sales.
must be terminated.
7) Monitoring/Control: Timely delivery of the goods and customer satisfaction should be ensured.
A. Client finding and valuation:
• It is the process of searching, identifying and qualifying customer candidates, ie the product
It is the process of elimination of people who will not buy. This is determined by personal sellers.
leads can be both new and old product users.
• Finding customers is not an easy task. Businesses of the customers in question
It is necessary to understand whether they are suitable and valid customers for a successful seller
involves a study of generating and identifying potential customers.
is to develop a strategy.
✓ Identification of customer candidates:
a) Determination of customer candidate profile:
• The personal seller is first and foremost a lead.
should profile. By selecting target markets for this
studies can be done.
Factors that can be addressed are demographic factors, geographic,
can be products and services.
b) Preparing a prospective customer list: After personal sellers determine a profile,
Then you must identify the leads and talk about them as necessary.
should collect information. Then among these real customers
should choose their candidates. Internal resources on this subject; company records,
service department, advertising department and credit department
are the elements. Other resources on this subject; newspapers, commercial
sources, commercial records, customers are vendors of other companies.
c) Qualifying the lead: This is the personal selling process.
Telemarketing gives personal sellers a huge advantage. tele
marketing appointments, maintaining communication with customers,
collecting information, solving the fee process, distribution of the product
set up, conduct surveys, solve problems to the customer
provides support.
➢ Pre-approach preparation:
o After personal sellers identify leads, the best way to approach them
Once he has determined his path, he must plan the best way to approach it. This
planning fulfillment by the personal seller before contacting the customer
Requires some required tasks. These tasks are customers' history product
collect information about their needs and personal characteristics, and also
It involves assuring that their candidate will accept him well.
o At this stage, it tries to collect additional information about the identified customer.
o Who will use the goods/services to be purchased and the cost,
They need to know who can maintain their sales relationship. Information collected, sales
Identifying customer needs and meeting their needs from the beginning of the presentation
provides reception. It ensures that the seller does not make mistakes in front of the customer.
It increases the duty of the seller. All activities of the sellers before the visit
Comprehensive planning and planning down to the smallest detail
required.
➢ Planning: Proper planning and preparation prevents failure. Proper planning
Doing is out of necessity. The seller's ability to get the most sales from each visit, and
The visit must be planned in order to make the most of it. It is planned to give the seller any
It ensures that it is prepared for an unexpected situation. So you sell alongside the customer.
can keep control.
a. Visit Planning: It will increase the sales success and will be reserved for the sales meeting.
the form of planning that will ensure the efficient use of the element
is called. The visit plan is the order of things to be done before the visit. of the seller
Determining the purpose of the visit is the first task of the visit plan. Achieve the seller goal
sales strategy, planning and appointment. Purpose; of the seller
why they will go to the interview and what they will do and who tend to buy
what to offer customers.
b. Customer Planning: A preparation to be made according to the characteristics of the customers
The work may also vary by company. But for the client
Some of the topics to be explored might be: region , status of competitors ,
