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TRANSCRIPT
SELLThe Problem
You Solve,
NOTThe
PRODUCT
WELCOME TO THE "SALES MANAGEMENT"
CLASS
To make our virtual classroom a healthyand productive environment, let's keep these in mind.
CLASSROOMREMINDERS
Be on timeRespect the person who
is speakingNot to use your phone
Be Prepared for theclassroom topic
ONLINEETIQUETTE
Get out of your bedMandatory to turn on
your cameraRaise hand before
speakingKeep your device stable
OTHER SUBTLE REMINDERSDon't be afraid
to ask questions
Be courteousand polite
Keep up with lessons andhomework
Supporteach other
Be Punctual with assignments
"SALES ACCORDING TO YOU?What is
Creating Needs
https://www.menti.com/pq32we8zmt
Solving Problems Making Profit Give and take
Selling is never monotonous as it includes
different terms and technics
01.
Types of Selling
02.
Though Selling and Sales management are
closely related, they are not the same thing.
Overview
03.
Traditional and Modern Selling
Old school selling and new idea pitching for
sales.
Selling and Sales Management04.
Image of Selling
How do people perceive the job and role of
sales person.
05.
Sucess factor of a Sales Personel
What are the things that leads a sales
person be a suceesful one
06.
Sales and Marketing
Relationship, differences betwwen Sales
and Marketing
Sales
It is the process ofexchanging goods or servicesfor moneyIt is an end process to makethe revenueIt is about helping yourprospects to source whatthey genuinely need
Sales Management
It is the process of managingwork and activities to make thesalesIt works on developing a salesforce, coordinating salesoperations, and implementingsales techniquesIt's a strategy to hit the salestarget set by the organization.It also allows you to stay intune with your industry as itgrows.
Traditional Selling
Modern Selling
According to Pareto Principle,80% of company's sales comesfrom 20% of its customers
Small customers cost high forthe company
Characteristics of Modern Selling
Customer Retention and Detention Database and Knowledge Management
Technological advances likeemail, conference call havechanged the scenario of sales
Knowledge and data can now bestored in the electronic devicesCatalogues, rate card etc. cannow be carried virtually.
Characteristics of Modern Selling
Customer Relationship Management Marketing the Product
It helps company focus on longterm relation and not simply onclosing the sale
Keeping track of customer'sdetail will help customersconnect emotionally.
Modern sales has much more todo then just a simple sales pitch.
The role of salesperson isexpanding in marketing activitieslike product development,segmentation, databasemanagement, complementmarketing activities and manymore.
Characteristics of Modern Selling
Problem Solving and System Selling Satisfying Needs and Adding Value
In modern selling, identifyingcustomers problem, determiningneeds and implementing solutionplay a vital role.
Company should be able to sellsystem solution rather than aproduct. Eg smart phones
Sometimes customers may notrecognise what they need, it issalesperson role to stimulate theneed. Eg Energy Saving Machine
Making customer realize theirneeds can create value to thecustomers and have win - winsituation for both the parties.
Success factors
Professional SalespeopleFor
Listening Skills
Follow - up Skills
Ability to adapt
Tenacity - sticking to the task
Organization Skills
Verbal Communication
Proficiency in interacting with people at all levels
Overcome Objections
Closing Skills
Personal planning and time management
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“Customer is the boss-yesterday, today and tomorrow” and
Customer is profit-everyone else is overhead “
Email [email protected]
Consultation Hours
10 AM to 3 PM
QUESTIONS?CLARIFICATIONS?Please feel free to contact me, via email.