Podcast
Questions and Answers
The major task of the person who is selling the product or service is?
The major task of the person who is selling the product or service is?
To persuade the target buyer and give the buyer the solution in his/her current problem.
Face-to-face selling has it
Face-to-face selling has it
Human Factor
Main object of doing personal selling
Main object of doing personal selling
increase the volume of sales in one company.
What is Face to Face selling?
What is Face to Face selling?
A sales person stands as
A sales person stands as
never say the phrase,
never say the phrase,
Advantages of having personal selling as part of your promotional tool
Advantages of having personal selling as part of your promotional tool
selling personnel are highly trained professionals regarding
selling personnel are highly trained professionals regarding
Is the strategy that uses more of talking like radio, television, etc.
Is the strategy that uses more of talking like radio, television, etc.
This where the sales person proves the benefits of the product and ultimately overcomes the objections of the potential customer
This where the sales person proves the benefits of the product and ultimately overcomes the objections of the potential customer
On this strategy the sales person is now becoming the consultant of the potential customer as he is now trying to solve the problem of the target customer by analyzing the situation and providing the target customer with the best option
On this strategy the sales person is now becoming the consultant of the potential customer as he is now trying to solve the problem of the target customer by analyzing the situation and providing the target customer with the best option
the name suggest it is a work of a team to sell an item, product, or service and not just by one person.
the name suggest it is a work of a team to sell an item, product, or service and not just by one person.
this is now widely used because of the borderless characteristic of this approach where you can sell to anyone that you can reach using the internet.
this is now widely used because of the borderless characteristic of this approach where you can sell to anyone that you can reach using the internet.
this uses more of the outbound calls to sell products to the current or new customers.
this uses more of the outbound calls to sell products to the current or new customers.
Are sales people inside the company and not looking for outside customers they just receive order inside the office.
Are sales people inside the company and not looking for outside customers they just receive order inside the office.
As the name suggests can deliver the product door-to-door and receive payment during the delivery.
As the name suggests can deliver the product door-to-door and receive payment during the delivery.
These are the salespeople that visit customers and get some order, these are very rare now as the internet and mobile phones supersede their tasks.
These are the salespeople that visit customers and get some order, these are very rare now as the internet and mobile phones supersede their tasks.
The best example of this is the Medical Representative that does not make a direct sale to different doctors, but doctors can prescribe the medicine they get from the Medical Representative.
The best example of this is the Medical Representative that does not make a direct sale to different doctors, but doctors can prescribe the medicine they get from the Medical Representative.
They are called order-getters because they have the major role of persuading the customers and creating direct purchase from the customers. They are the frontline salespeople and they have the most challenging segment of the process
They are called order-getters because they have the major role of persuading the customers and creating direct purchase from the customers. They are the frontline salespeople and they have the most challenging segment of the process
They are the back-up of the frontline salespeople; they are the counter of the order getters inside the office. They are the one who provides vital information that can be used by the order getters
They are the back-up of the frontline salespeople; they are the counter of the order getters inside the office. They are the one who provides vital information that can be used by the order getters
These are people show provides support in the retail and wholesale process, they also give advice on how and where to display the products, how to implement the sales promotion, check the stock level and communicate with the store manager
These are people show provides support in the retail and wholesale process, they also give advice on how and where to display the products, how to implement the sales promotion, check the stock level and communicate with the store manager
customers will always be the boss more than your real boss
customers will always be the boss more than your real boss
Every sales person should remember that
Every sales person should remember that
This involves social, political, cultural, economical, and technological factors which will always be important in creating a sound SWOT analysis for the business to create an effective strategy.
This involves social, political, cultural, economical, and technological factors which will always be important in creating a sound SWOT analysis for the business to create an effective strategy.
Setting your objectives is like having a single standard to follow in the whole process and a measuring tool for the performance evaluation. There are two types of objectives, qualitative and quantitative objectives. Qualitative is more on long-term goals while short-term is the quantitative objectives.
Setting your objectives is like having a single standard to follow in the whole process and a measuring tool for the performance evaluation. There are two types of objectives, qualitative and quantitative objectives. Qualitative is more on long-term goals while short-term is the quantitative objectives.
examples of goal set in selling
examples of goal set in selling
After analyzing the market and finalizing your objectives
After analyzing the market and finalizing your objectives
In every type of business, whether product, or service there is no one-fits-all sales force. Yes, there are skilled people who can almost sell anything
In every type of business, whether product, or service there is no one-fits-all sales force. Yes, there are skilled people who can almost sell anything
The product specialist who knows every inch and parts of the products. The pros and cons of using the products and what could possibly happen in using the product or availing the service.
The product specialist who knows every inch and parts of the products. The pros and cons of using the products and what could possibly happen in using the product or availing the service.
Is a method that shows the increase in the number of sales people and the decrease in the possible profit.
• Sales gross vs. Sales cost.
Is a method that shows the increase in the number of sales people and the decrease in the possible profit. • Sales gross vs. Sales cost.
This formula or method gives the right mix of targeting and measuring of the performance of the sales team, and who is performing and who is not
This formula or method gives the right mix of targeting and measuring of the performance of the sales team, and who is performing and who is not
is the most complex among the three methods.
This method assume that all sales personnel should have equal responsibility as well.
• This method is attractive to practicing managers because of the equal application activities for the sales force.
is the most complex among the three methods. This method assume that all sales personnel should have equal responsibility as well. • This method is attractive to practicing managers because of the equal application activities for the sales force.
Designing a territory coverage
Designing a territory coverage
: Sales team will only have their sales coverage.
: Sales team will only have their sales coverage.
• Splitting areas that can provide more sales for better service
• Splitting areas that can provide more sales for better service
Company sometimes split markets or areas to provide more efficient service because of lesser target
Company sometimes split markets or areas to provide more efficient service because of lesser target
