RESEARCH ASSIGNMENT

Name : Rahul Chaudhary

Enrollment no : 01215901713

Subject : SALES MANAGEMENT

Subject code : BBA 303

Semester : V Semester

Batch : 2013 – 2016

(Instructor: Ms. Ankita Popli)

Question 1

How would the sales process differ in the following situations?

a) A private sector bank representative selling services to the senior manager of

an MNC.

b) Sales executive selling water purifiers to working women.

c) Sales Manager giving a presentation for a business proposal to a business

client.

Sales Process

Preapproach

Prospecting and qualifying

Approach

Presentation

Overcoming Objections

Closing the Sale

Follow Up

Sales process in case:

a) A private sector bank representative selling services to the senior

manager of an MNC.

Prospecting and qualifying

Prospecting, just as the word implies, is about searching for new customers. Like

product knowledge, this step may seem fairly straight forward but upon closer

examination it becomes more complex. The key to prospecting effectively is knowing

where to dig and what to look for. It’s also important to distinguish between a lead, a

prospect, and a qualified prospect. The most important element in this step is to create

a profile of existing customers. 

Here the prospect of the private sector bank is senior bank of an mnc.

Preapproach

It involves gathering information about the prospect and planning the sales call on the

prospect. Bank representative must collect all the relevant information about the

manager which includes his background, name, purchasing practices.

Approach

It is a stage where bank representative finally makes an appointment to see the

prospect. The approach takes a few minutes of a call ,but it can make or break a sale.

The first impression of the bank representative must be favorable. The initial

impression of the representative will depend upon his appearance ,attitude and

opening line.

Presentation and demonstration

If you consider your service in terms of how it benefits the customer, your

presentation will be a focused and relevant dialogue rather than a self aggrandizing

monologue. Nothing is worse than a sales presentation which proceeds from the

sellers perspective. This is why the needs assessment is so important and why it will

ideally flow in and out of this step. A good needs assessment allows you to tailor your

presentation to your audience, and keep it interactive.

Overcoming objections

In this step the bank representative must handle the objections and

queries of the manager if any. Handling objections is an important part of the

process. Objections can be useful because they tell the salesperson what to focus upon

in addressing a prospect's concerns. Successful salespeople learn how to overcome

objections through preparation and having the right information at hand to address

them.

Closing the sale

it involves being able to identify closing signals from the prospect that indicate it's

decision time. If the bank representative is able to handle the objections by manager

and is able to convince him about the service ,then it will result in closing of sale.

Follow up

It  involves trying to build a long-term relationship with customer for purposes of

repeat sales.

In this the sales representative will check that the services provided by him are up to

the mark and the customer is convinced and satisfied.

b) Sales executive selling water purifiers to working women.

Prospecting and qualifying

Prospecting, just as the word implies, is about searching for new customers. Like

product knowledge, this step may seem fairly straight forward but upon closer

examination it becomes more complex. The key to prospecting effectively is knowing

where to dig and what to look for. It’s also important to distinguish between a lead, a

prospect, and a qualified prospect. The most important element in this step is to create

a profile of existing customers. Here the prospect of the sales executive is working

women.

Preapproach

It involves gathering information about the prospect and planning the sales call on the

prospect. Sales executive must collect all the relevant information about the working

woman which includes her backgroung, name, purchasing practices.

Approach

It is a stage where sales executive finally makes an appointment to see the prospect.

The approach takes a few minutes of a call ,but it can make or break a sale. The first

impression of the sales executive must be favourable. The initial impression of the

executive will depend upon his appearance ,attitude and opening line.

Presentation and demonstration

If you consider your service in terms of how it benefits the customer, your

presentation will be a focused and relevant dialogue rather than a self aggrandizing

monologue. Nothing is worse than a sales presentation which proceeds from the

sellers perspective. This is why the needs assessment is so important and why it will

ideally flow in and out of this step. A good needs assessment allows you to tailor your

presentation to your audience, and keep it interactive

Overcoming objections

In this step the sales executive must handle the objections and querries of

the working women if any. Handling objections is an important part of the

process. Objections can be useful because they tell the salesperson what to focus upon

in addressing a prospect's concerns. Successful salespeople learn how to overcome

objections through preparation and having the right information at hand to address

them

Closing the sale

it involves being able to identify closing signals from the prospect that indicate it's

decision time. If the sales executive is able to handle the objections by the women and

is able to convince her about the product ,then it will result in closing of sale.

Follow up

It  involves trying to build a long-term relationship with customer for purposes of

repeat sales.

In this the sales executive will check that the product provided by him are up to the

mark and the customer is convinced and satisfied. It also involves providing after

sales services.

c) Sales Manager giving a presentation for a business proposal to a

business client.

Prospecting and qualifying

Prospecting, just as the word implies, is about searching for new customers. Like product

knowledge, this step may seem fairly straight forward but upon closer examination it

becomes more complex. The key to prospecting effectively is knowing where to dig and

what to look for. It’s also important to distinguish between a lead, a prospect, and a

qualified prospect. The most important element in this step is to create a profile of

existing customers. Here the prospect of the sales manager is his client.

Approach

It is a stage where sales manager finally makes an appointment to see the prospect. The

approach takes a few minutes of a call ,but it can make or break a sale. The first

impression of the sales executive must be favourable. The initial impression of the

executive will depend upon his appearance ,attitude and opening line.

Presentation and demonstration

If you consider your service in terms of how it benefits the customer, your presentation

will be a focused and relevant dialogue rather than a self aggrandizing monologue.

Nothing is worse than a sales presentation which proceeds from the sellers perspective.

This is why the needs assessment is so important and why it will ideally flow in and out

of this step. A good needs assessment allows you to tailor your presentation to your

audience, and keep it interactive

Overcoming objections

In this step the sales manager must handle the objections and querries of the

client if any. Handling objections is an important part of the process. Objections can

be useful because they tell the salesperson what to focus upon in addressing a prospect's

concerns. Successful salespeople learn how to overcome objections through preparation

and having the right information at hand to address them

Closing the sale

it involves being able to identify closing signals from the prospect that indicate it's

decision time. If the sales manager is able to handle the objections by the client and is

able to convince him about the product ,then it will result in closing of sale.

Follow up

It  involves trying to build a long-term relationship with customer for purposes of

repeat sales.

In this the sales executive will check that the product provided by him are up to the

mark and the customer is convinced and satisfied. It also involves providing after

sales services.

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kemars: Aditya Birla Group CSR Activities

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Aditya birla Group CSR - Scribd

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