PROCESS

SEQUENCE OF INTERDEPENDENT AND LINKED PROCEDURES

SALES PROCESS - describes an approach to selling a product or service.

OBJECTIVES
DEFINE SEGMENTATION, POTENTIAL BUYER AND BUYER GROUP FOR PRODUCT/SERVICES UNDERSTAND: TYPICAL PURCHASING PROCESS OF THE CUSTOMER IDENTIFY ESSENTIAL ACTIVITIES INVOLVED IN A SALES PROCESS

EXPLAIN THE CRITICAL ROLE PLAYED BY A SALESPERSON IN HANDLING THE SALES PROCESS

MARKETING STRATEGY
IT HELPS THE COMPANY TO EFFICIENTLY USE ITS LIMITED RESOURCES TO ACHIEVE THE OBJECTIVES MARKETING AND SALES AND ATTAIN COMPETETIVE ADVANTAGE.

 IDENTIFYING PRODUCT OR SERVICES

3 DIFFERENT BASES FOR SEGMENTAITION CUSTOMER BASED SEGMENTATION PRODUCT BASED SEGMENTATION COMPETITION BASED SEGMENTATION

2 IMPORTANT FACTORS BEFORE SELECTING TARGET MARKET

ATTRACTIVENESS OF A MARKET SEGMENT STRATEGIC FIT BETWEEN THE SEGMENT AND THE FIRMS OBJECTIVES, RESOURCES, AND CAPABILITIES.

APPROACH: STRATEGIES
STANDARDIZATION DIFFERENTIATION FOCUS

DETERMINING POTENTIAL BUYER & BUYER GROUP

DIFFERENT FOR THE PRODUCT CATEGORY & BRAND.

 Essential Activities of Sales Process

The Sales Process can be categorized into four main activities: Interest Creation Activities Pre- Purchase Activities Purchase Activities Post Purchase Activities

Interest Creation Activities

In this activity, it creates awareness about the brand or product should be the main aim than pushing sales In this phase, the sales person needs to understand and identify the customers problem and needs

Customers must be educated into the product/ service that the salesperson offer

Pre Purchase Activities

This activity aims at describing the product or service features to the extent possible Much emphasis is laid on demonstrating the capabilities of the company and or the product The salesperson takes an active role on assessing the customer needs and helping them into their problems

Purchase Activities
Here a lot a lot of activities happen both, from the sales persons end and the customers end It involves negotiating, bidding , finalizing the terms and conditions of the sale

In this activity, the processes would involve by the outsourced agents

Advantages of Outsourced selling ( Partner, reseller & distributor)

Customer Relationship - If the reseller or partner has a good communication and negotiating skills , the chance of closing a sale is high Financial Costs - If the partner charges a percentage of sales made, the financial and selling risks of the firm is reduced Product Variety - A distributor can acts as a one stop solution for all customer requirements

 Variable Capacities - if demand of a product / service increase, company cant increase the sales force to sell the products and fire them when demand increases
Disadvantages of Outsourced selling

Conflicts It arise when deciding which customers to be served and which territories should be assigned
Control- Outsourced selling cannot be controlled like personal sales team of the company

Post Purchase Activities

It begins after successful closure of the sale In this phase, it includes delivery of the product/ service, installation( if required), providing more information about the features and finally collecting the payment It also includes after sales service

 PERSONAL SELLING
IS ONE OF THE OLDEST COMMUNICATION TECHNIQUES PRACTICED BY COMPANIES. PERSONAL COMMUNICATION INVOLVES A PERSON TO PERSON COMMUNICATION AND IS CONSIDERED TO BE ONE OF THE BEST MARKETING TOOLS DUE TO THE INVOLVEMENT OF HUMAN ELEMENT WHICH HELPS TO BUILD UP A LONG RELATIONSHIP WITH THE CUSTOMER UNDERSTAND THE VARIOUS ACTIVITIES INVOLVED AND UNDERSTAND THE IMPORTANCE OF CUSTOMER RELATIONSHIP MANAGEMENT FOR FUTURE SALES POTENTIAL.

PERSONAL SELLING AS A MARKETING COMMUNICATION TOOL

Can be viewed as a marketing communication tool that involves a one to one communication, which can happen in the form of face to face communication, over the telephone line, through video conferencing or by an email.

Personal selling vs. other communication tools

Advantages of Personal Selling

Flexibility in delivering the message Efficient way of communication Building long term relationships Better access to various target segments Complex information delivery

Disadvantages of personal selling

High cost per sale Misunderstanding by the customer

Six steps of Personal selling activities

Pre- approach activities

Knowing the details about the product/ service which id to be sold Knowing the company which the product / service represents Knowing the details of the prospect like name, family background , income status, employment , credit history etc

 Knowing the right place and time to meet the customer Knowing he right approach in getting an appointment with the prospect Identifying which products/ services are to be presented to the prospect and keeping sufficient manuals/ technical document

Approach activities
Gaining prospect attention Interest creation in the product/ service Gathering more information about the prospect Successful transaction to the presentation stage

Presentation activities
Introduce yourself and the company by giving a business card Create an atmosphere for gaining the attention of the prospect Deal ethically with a positive attitude and never give any negative comments like those who didnt buy this product/ service are suffering and so on

 If you require more information about the prospect company then state the reason for the same. For instance, if you want to know the number of staff or the type of customers handled by the prospect, then provide a reason for the same. Ask some interesting questions in between just to check whether the prospect is really listening to what you say in the presentation

Objection Handling
The product/ service which is offered is more expensive than other similar products in the industry Prospect may not have fully understood the benefits Prospect might not be interested in making a decision in buying a product in the first meeting itself Prospect might be willing to test you or need more information on the product/ service to be satisfied

 Objections shouldnt be taken personally Objections should be looked as an opportunity to increase your skill set in handling them. Take your time when handling objections and do not rush into giving an answer for the objections The better you present, the less number of objections arise in the later stage of your presentation.

Closing the deal

Positive statements about the product/ service Enquiry about other customers who are using the product/ service Willingness to test the product/ service Discussion with finance team about the product Enquiry about the warrant period, price, installation time, after sale service etc

 Playing with the company order form and a pen Enquiry about the discount rates Enquiry about the terms, mode of payment and any installment provided Enquiry about any loan facility is available with the product

Closing techniques
Trial close Asking for an order Assumption close Summary of benefits close T- account close Special deal close

Follow up activities
Checking the date of delivery and ensuring the product is installed properly in the required number of systems Making a call to find out how comfortable are the employees with the product Identifying if any training is required for the employees in handling the product Providing necessary information on who to contact if any technical problems arise in future Repeated calling after some period as per the company guidelines, to know for any try to describe about any new products/ services launched

THANK YOU FOR LISTENING AND GOD BLESS

Espadilla Isidoro Nalzaro Luar