MANAGING

PERSONAL

COMMUNICATIONS

PRINCIPLES OF SELLING

AN ANCIENT ART!

CHANGED FROM BEING PASSIVE ORDER

TAKERS TO ACTIVE ORDER GETTERS!

WHAT IS PERSONAL SELLING

THE SPIN METHOD- USE THE FOLLOWING TYPES

OF QUESTIONS TO BE EFFECTIVE

STEPS IN EFFECTIVE SELLING

PROSPECTING AND QUALIFYING

PREAPPROACHPRESENTATION

AND DEMONSTRATION

OVERCOMING OBJECTIONS

CLOSINGFLLOW-UP AND MAINTENANCE

“HOT” PROSPECTS ARE TURNED OVER TO THR

FIELD SALES FORCE

“WARM” PROSPECTS TO THE TELEMARKETING

PROSPECTING AND QUALIFYING

LEARN AS MUCH AS POSSIBLE

ABOUT THE PROSPECTIVE CUSTOMER

PREAPPROACH

TELL THE PRODUCT “STORY “ TO CUSTOMER

PRESENTATION AND

DEMONSTRATION

OVERCOME THE PSYCHOLOGICAL AND

LOGICAL RESISTANCES OF THE CUSTOMERS

OVERCOMING OBJECTIONS

CLOSING SIGNS FROM THE BUYER INCLUDE

PHYSICAL ACTIONS, STATEMENTS, AND

QUESTIONS

CLOSING

NECESSARY TO ENSURE CUSTOMER

SATISFACTION AND REPEAT BUSINESS

FOLLOW-UP AND MAINTENANCE

CREDITS

http://orbusbloglive.azurewebsites.net/wp-

content/uploads/2013/11/SPIN-selling-for-

architects.png

http://www.mainesbdc.org//assets/8/CADD8846-

A9A0-992D-

9B3FFB796FDE3DC2_mainImage/selling.jpg

http://www.chanimal.com/wp-

content/uploads/Sales_Investigate-233x250.jpg

http://agiletv.com/wp-

content/uploads/2012/08/ResistantManagement.jpg

DISCLAIMER

Created by Parul Chauhan, LSR DELHI, during an

internship by Prof. Sameer Mathur, IIM Lucknow.

www.IIMInternship.com