death salesman pres
Post on 06-Jul-2015
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“We put business in e-business”
The Internet is the “Death of a Salesman”
Smart salespeople use the Internet to prosper
“We put business in e-business”
“We put business in e-business”
Death of a Salesman
“We put business in e-business”
Program Overview
• Traditional selling techniques• Digitally enhanced selling techniques • Digital technologies• Applying Internet and digital tools• Future Trends
“We put business in e-business”
Traditional Selling Techniques
• .
“We put business in e-business”
Professional Selling
• Prospecting• Cold call• Qualify• Demonstration• Proposal• Close• Follow up and manage
“We put business in e-business”
Telemarketing (telephone sales)
• Prospecting• Dialing for dollars• ADIA
– Attention– Desire– Interest– Action
“We put business in e-business”
Strategic Selling
“We put business in e-business”
Retail Sales
• Scouting the store• Opening statement• Qualification• Direct• Features and Benefit• Close the sale
“We put business in e-business”
Digital Technologies and the Web
• Internet access• Online video• Podcasting• Micro-sites• E-mail campaigns• Instant messaging• VoIP
“We put business in e-business”
Internet Technology and Structure
“We put business in e-business”
How this Technology Affects Sales
“We put business in e-business”
Selling Examples
“We put business in e-business”
Online Video
“We put business in e-business”
How this Technology Affects Sales
“We put business in e-business”
Selling Examples
“We put business in e-business”
Micro-websites
“We put business in e-business”
How this Technology Affects Sales
“We put business in e-business”
Selling Examples
“We put business in e-business”
E-mail Sales Services
“We put business in e-business”
How this Technology Affects Sales
“We put business in e-business”
Selling Examples
“We put business in e-business”
Instant Messaging
“We put business in e-business”
How this Technology Affects Sales
“We put business in e-business”
Selling Examples
“We put business in e-business”
Web Demonstrations
“We put business in e-business”
How this Technology Affects Sales
“We put business in e-business”
Selling Examples
“We put business in e-business”
VoIP
“We put business in e-business”
How this Technology Affects Sales
“We put business in e-business”
Selling Examples
“We put business in e-business”
Future Trends
• Increase usage of Web• Increase in mobile business• Greater acceptance of electronic
relationships• Flatten of the world
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