ISM SUMMARY
Chapter 1 development and role of selling in marketing
Strength and weaknesses
+ Interactive questions can be answered and objectives overcome
+ Adaptive: presentations can be changed to meet the customer’s needs
+ Complex arguments can be developed
+ Relationships can be build because of its personal nature
+ Provides opportunity to close a deal
- Sales calls are expensive
- The experience among sales people varies
- It is difficult to standardise input and human behaviour
- Training can be costly and needs to be on going
Characteristics of modern selling
- Problem solving and system selling
- Adding value and satisfying needs
- Customer retention and deletion
- Database and knowledge management
- CRM
- Marketing the product
Top 10 success factors in selling
1. Listening skills
2. Follow up skills
3. Ability to adapt
4. Tenacity
5. Organisational skills
6. Verbal communication skills
7. Proficiency in interacting with people
8. Demonstrated ability to overcome objections
9. Closing skills
10. Personal planning and time management skills
Types of selling
Chapter 1 development and role of selling in marketing
Strength and weaknesses
+ Interactive questions can be answered and objectives overcome
+ Adaptive: presentations can be changed to meet the customer’s needs
+ Complex arguments can be developed
+ Relationships can be build because of its personal nature
+ Provides opportunity to close a deal
- Sales calls are expensive
- The experience among sales people varies
- It is difficult to standardise input and human behaviour
- Training can be costly and needs to be on going
Characteristics of modern selling
- Problem solving and system selling
- Adding value and satisfying needs
- Customer retention and deletion
- Database and knowledge management
- CRM
- Marketing the product
Top 10 success factors in selling
1. Listening skills
2. Follow up skills
3. Ability to adapt
4. Tenacity
5. Organisational skills
6. Verbal communication skills
7. Proficiency in interacting with people
8. Demonstrated ability to overcome objections
9. Closing skills
10. Personal planning and time management skills
Types of selling
