Developing an understanding of a wide variety of sales
management related concepts and skills. Review the skills and behaviors required to be an effective sales manager and sales person Have a rich conceptualization of skills of listening, probing, and team work in the sales context. Know how to conduct customer problem analysis, conflict resolution & building relationships with trade The role and interdependence with other functions specially Marketing & Supply Chain. Consider the metrics and tools for monitoring and measuring performance Week Area to Cover Contents Introduction to course outline and semester plan, Importance of sales and 1 Intro dynamics of sales management Make the commitment, the six stages of selling (Victor Antonio) Development and the role of selling in marketing (Characteristics Of Modern Selling, Types of Selling, Role of Sales management, Success Factors, Relationship 2 Sales Setting Between selling and marketing) Selling and Sales management By David Jobber 7th Ed Sales Strategy (IMC, Sales channels, distribution networks, management of value 3 chain networks and alternate sales modalities, Territory Management) Sales management by Richard Still, 5th Ed Sales strategy (An overview of marketing plan, components of marketing plan, 4 overview of imc, IMC and its use for enhancement of sales volume) Sales Strategy Selling and Sales management By David Jobber 7th Ed Sales strategy (Adjustments in promotional mix with reference to advertisement and personal selling, sales promotion strategies, brand activation campaign and 5 alternate sales modalities Selling and Sales management By David Jobber 7th Ed Response Block selling (Selling the room, being consistent, R.I.P. overcoming 6 objections, Response block structure, Objections and response) Tactical level (Victor Antonio) Response Block selling (Objections and response) 7 (Victor Antonio) Wee k Area to Cover Contents Cold calling (Sales and Time management, Sales call reluctance, persistence by the numbers, types of prospects, the tease and squeeze, the poke and prod, putting it 9 into practice, when to move on, is cold calling effective: calculating the net-present and future value of a prospect) Tactical level (Victor Antonio) Start Selling (Bridging the sales gaps, the S.T.A.R.T. System, Situation Qs, Trouble Qs) 10 (Victor Antonio) Start Selling (Amplify Qs, Reward Qs, Consistency theory, Tie-Down Statements) 11 (Victor Antonio) Key account management (Advantages and dangers, criteria for selecting key account, 12 Strategy task and skills, modern trade and general trade retailers and merchandising) Selling and Sales management By David Jobber 7th Ed Sales forecasting (Planning and methods for sales forecasting and budgeting) 13 Measurement Sales force evaluation) Selling and Sales management By David Jobber 7th Ed & Evaluation Sales forecasting (setting standards for performance, measures of performance, 14 achievement of sales quotas and targets) Selling and Sales management By David Jobber 7th Ed 15 Project Presentation 16 Project Presentation 17 End Term Exam Exam Type Percentage(%) Quiz 05 Assignments 10 Project-Presentation 10 Mid Term 25 Final Term 35 Class Participation/class Activities 15 Marketing? Sales ? Visualize a Salesperson Personality Tasks Accountability Responsibility Benefits Who are they What do they do What do they do In other words, is it nature or nurture that determines a good salesperson? Is it possible for an introvert to sell? The assumption here is that you need to be a fast-talking, slick salesperson to being successful in sales. Is Sales about pressuring people to Buy Or Persuading to Buy Why are you in Sales/Marketing You are highered as Sales executive to sell a pen Which is the most important thing for you before selling 1. __________ 2. __________ 3. __________ 4. __________ 5. __________ 1. Quantifying the goal 2. Dark days of selling 3. Know your target audience 4. Data mining 5. Sketch your prospect 6. Knowing your product/service Presenting the benefits 1. Memorize the important features of your product 2. Develop benefit statements (i.e., what it will do for the prospect) for each feature your product has to offer. 3. List every possible question a potential prospect may ask about your product
Your job as a salesperson is to be able to answer these
feature questions, and then add a benefit statement. The best way to reduce buying anxiety is to demonstrate your competence by recommending the best product for them to buy. They can believe you or take your advice, they have to see you as an expertsomeone who knows what they are talking about.
Sometimes, selling is simply a transfer of confidence
What can be the plausible stages of selling? 1. _____________ 2. _____________ 3. _____________ 4. _____________ 5. _____________ 6. _____________ Six Stages of Selling Stage 1 Prospecting Stage 2 Qualification Stage 3 Investigative Stage 4 Presentation Stage 5 Pricing Stage 6 Closing