Personal selling process Essay

No 2 gross revenuepersons use on the dot the same gross revenue mode, just it is generally a seven pace process1. Prospecting and EvaluatingSeek names of prospects through gross revenue records, referrals etc., also responses to advertisements. contend to evaluate if the person is able (Under refine degree to attend a graduate program), willing and authorized to buy. Blind prospecting-rely on ph adept directory etc.2. Preapproach (Preparing) check out find out decision makers esp. for business to business, but also family assess creed historiesprep atomic number 18 sales initiationsidentify product require.Helps present the manifestation to outfit the prospects invites.3. Approaching the CustomerManner in which the sales person contacts the capableness customer. First impression of the sales person is Lasting and therefore important. happen upon to develop a relationship rather than just push the product. gouge be based on referrals, cold shrieking or resound conta ct.4. Making the PresentationNeed to attract and hold in the prospects Attention to energize Interest and stir up Desire in the product so the potential customer takes the appropriate Action. AIDA fork up to get the prospect to touch, hold or try the product. mustiness be able to change the presentation to meet the prospect needs. Three types of presentationsStimulus Response change bewitch stimulus will initiate a buy decision, use one appeal after another hoping to hit the right button paying back Clerk McDonalds Would you like fries with your burger? Formula Selling initialise (Canned Sales Presentation) memorized, repetitive, given to all customers rice beered in a detail product. Good for in experience sales people.Better with heavily advertised items that be presold.Tele food marketing a credit autodNeed Satisfaction Format Based on the principal that each customer has a unlike bewilder of needs/desires., therefore the sales presentation should be adequate to the individual customers needs, this is a key advantage of personalised selling vs. advertising. Sales person asks questions source, then makes the presentation accordingly. Need to do homework, listen well and allow customers to talk etc. Must upshot two types of questionsfor more information overcome objections.Overcoming ObjectionsSeek out objections and mastermind them.Anticipate and counter them before the prospect can raise them. Try to avoid bringing up objections that the prospect would not have raised. expense objection is the most commonNeed to hand over customers with reasons for the $s, build up the value before determine is mentioned Must be convinced of price in own mind before you can sell to customer. bring in budget info. on buyer before you try to sell, and must greet what they want, must sell service on top of product increase productto create value Must know value of product, provide warranties etc.5. ClosingAsk prospect to buy product/products. uptake tr ial closes, IE ask about financial terms, preferred method of delivery. 20% sales people generally close 80% sales., Avon, over 1/2 US $1.4 bn business from 17% of 415,000 SRs. Need to be prepared to close at each period. The following are pop closing techniques Trial Close (Minor decision close)Assumptive close (Implied consent close)Urgency closeAsk for the sale closeIf prospect says no, they whitethorn just need more reasons to buy6. Following UpMust follow up sale, determine if the order was delivered on time, installation OK etc. Also helps determine the prospects future needs. Accomplishes four objectives customer gain short term satisfactionreferrals are stimulatedin the eagle-eyed run, repurchaseprevent cognitive dissonanceOld school, sell and openQuickly before customer changes her mind NowStay a few minutes after salereinforce, make them feel good, do heady choice, leave small gift (with co. name on it), call office at any time etc Follow up, reinforce, know birthd ays, brand-new year etc, friendly correspondencerelationship building HandoutToyota art In Japans Car MarketHalf of cars are sold door-to-door. This is shrinking due to environmental changes. Toyota has more than 100,000 door-to-door sales people. Developing Long-term relationships is key, Keiretsu, do business with only those you know and trust. face-to-face meetings before business to establish trust, the approach stage. Follow up is key to relationshipAfter salescall inquiring on cars immediate performancehand written greeting cardwritten invitations for low cost oil changesProspecting includesDriving schools for people to oblige licenses = prospectsAlso referrals from existing customers is very importantCurtesy calls to clients who referred new customers.Timing of presentationTo housewife in the middle of the dayJust before 3 year Shaken, following 2 yearsAt first I had no intention of buying a new car, but Mr. Saito is very good at proposing reasons why I should change = $ 1,600 shaken. come to ContentsManagement of SalesforceSales force is directly responsible for generating sales revenue. Eight general management areasEstablish Salesforce objectivesSimilar to other promotional objectivesDemand oriented or image oriented.Major objective is persuasion, converting consumer by-line into sales. Sales objectives expected to accomplish within a certain purpose of time. Give direction and purpose and act as a mensuration for evaluation. Set for total salesforce and each individual salesperson.Can be $s, units sold, market share to achieve, for individual salespersons, also include ave. order size, ave. of sales/time period, and ratio orders/calls. wages to ContentsOrganizing the SalesforceIn-house vs. independent agents (manufacturers sales agents). take byGeography (simplest, but not suitable if product(s) are composite plant or customers require specialized knowledge) Customer Different buyers have several(predicate) needsProduct Specific knowled ge re products is requireSize. peripheral analysis, or determine how some sales calls/year are needed for an organization to effectively serve its customers and divide this total by the average of sales calls that a person makes annually. Also use subjective judgement. MBNA estimates how many calls to expect, one year in advance, and then determines the size of the salesforce at any given time.Return to ContentsRecruiting and Selecting SalespeopleNeed to establish a set of required qualifications before beginning to recruit. Prepare a job explanation that lists specific tasks the salesperson should perform and analyze traits of the successful salespeople within the organization. may use assessment centersintense training environment that places candidates in true to life(predicate) problem settings in which they give priorities to their activities, make and act on decisions. enlisting should be a continual activity aimed at reaching the go around applicants. Applicants that most match the demographics of the target market. Changingdemographics, may be wise to hire hispanic sales people if your territory is in Florida Return to Contents education Sales PersonnelUse formal programs, or Informal on-the-job training. Can be complex or simple. Training should focus onthe associationproductsselling techniques.Aimed at new hires and experienced personnel.Can be held in the field, educational institutions or company facilities. Oldsmobile washed-out $25 million last year to teach its dealers how to better accomplish its customers. Return to ContentsCompensating Sales stackTo attract, motivate and retain sales people, that facilitate and encourage good treatment of the customers. Need to understand personalities of sales people. Strive for proper balance of freedom, income and incentives. Need to determine the best take of compensation required, and the best method of calculating it.Straight salary square(a) commission (selling insurance)single percentage of sales or sliding send Combination planReturn to ContentsMotivating Sales PeopleNeed a systematic approach, must also satisfy non-financial needs Job securityWorking ConditionsOpportunities to succeedSales contests increase sales. exemplary awardsplaques, rings etc.Can also use negative motivational methods for under performers. Due to burn outeven the best need motivatingOngoing processkeep reps. hungryNeed a motivational program.Spend time with reps, personal attentionTake interest in them and the sales goalsCompensation packet that rewards quality salesmanship and extra motion Recognition of extra effort of sales forceMake authoritative SR feel importantKeep SR informed of company activitiesMake certain reps. believe in the companyGoals must be realistic and achievable and changeableDetermine what they want and give it to them exacting and Evaluating Salesforce performanceRely on information from call reports, customer feedback and invoices. action is determined by objectiv es. May compare with predetermined performance standards or with other sales people working under similar conditions