Download Developing and Managing Sales

Developing and Managing Sales
Sales is the life blood of an
organization
Sales Force Terms
Personal Selling
Order taking
Irrational Buying Motives
Buying Process
Selling Process
Objections
Approach
Quota
Forecast
Commission
Order getting
Rational buying Motives
Customer Benefits
Prospecting
Closing Techniques
Suggestive Selling
Presentation
Call reports
Definition of a Sale
Strait Salary
A Sale is
A solution to someone’s problem
Personal Selling
Is an oral presentation made by a salesperson to
help the customer make a decision.
There is two types of salespeople
Order Takers and Order Getters
Order getting is also know as
“Creative Selling”
Order Getters seek out buyers and give organized
thought-through presentations. Order Getters
are highly desired by organizations and are
often paid well for their sales skills.
In Contrast, Order Takers
Do little, but stand at a cash register and complete
a sales transactions (Retail clerks).
Traits of a good sales person
Knowledgeable
Punctual
Empathic
Able to solve problems
Organized
Energetic
Prompt
Honest
Interpersonal Skills
The reason most people will buy from a
salesperson is that they liked him or her.
Friendly, outgoing people make good
salespeople.
Skills & Knowledge for Selling
Product Knowledge
Company Knowledge
Customer Knowledge
Interpersonal Skills
Product Knowledge is:
Knowing the benefits of the product from personal
knowledge of having used the product. Also salespeople
need to know the competitor’s products, their product’s
benefits, as well as products’ shortcomings.
Company Knowledge
Sales people need to know the organizational
policies, procedures, values and interests.
Customer Knowledge
Customers buy for rational and emotional
(irrational) motives (reasons). Every
Target Market (TM) for every product has
different customer buying motives.
Rational Buying Motives could
include:
Dependability
Saves money
Comfort
Safety
Quality
Service
Saves Time
Emotional Buying Motives could
include:
Social approval
Recognition
Power
Prestige
The Buying Process is:
Five Steps
1.
Realizing there is a problem
2.
Defining the problem
3.
Search for solutions to the problem
4.
Making the decision
5.
Evaluating the decision
Ten steps Selling Process
1. Prospecting: is looking for customers.
Cold canvassing is a form of prospecting.
Cold canvassing is making contact with a
customer without sales leads.
2. Pre-approach
Research the customer, do a credit check or
gather information about their needs.
3. Approach
This is the first contact with the customer and
should make a good impression in order to gain
the trust of the customer.
4. Determine the customer’s needs
Listen carefully and ask questions about
wants and needs
5. Presentation
This could be a demonstration or just telling
the customer what benefits your product
offers
6. Overcoming Objections
Objections are customer reasons not to buy.
Good salespeople anticipates these and
provide additional information about the
product or service.
7. Closing the Sale
Closing refers to completing the sale and
getting the customer to say “Yes”.
8. Suggestion Selling
Once apparent that the customer will buy,
suggest additional items that complement
the sale. “Would you like fries with that?”
9. Completing the sale
This is writing up the order or ringing up the
sale.
10. Follow-up
A sale is not complete until the customer is
satisfied. The goal of good salespeople is to
establish long-term relationships for repeat
sales.
When evaluating your sales people
Monitor the number of leads given to the
sales person and determine how many
sales were made from those leads (%).
When paying Salespeople
• They can be paid by Commission, % $ of
amount sold.
•
Strait Salary is:
$ predetermined amount annually, monthly
or weekly
Most Salespeople
Are paid by a combination of both salary and
commission.
Call Reports
Have the salespeople create “Sales Call Reports”.
On these reports, how much time was spent with
customers, miles traveled, days worked, new
prospects and how likely those potential
customers will buy should all be included.
Establish Quotas (goals) for each
salesperson,
from the Call Reports and Industry Analysis
Sales Forecasting and Sales
Budgeting also should be tied
To the Sales Call Reports. “Nobody knows what is
selling unless they try to sell it.”