Lecture 03: Sales Responsibilities and Preparation

Selling and Sales Managemen Lecture 03: Sales tResponsibilities and Preparation Learning Objectives 1) Understand sales responsibilities 2) Understand the preparations for sales 3) Be able to prepare for a sales negotiation session Salesperson Responsibilities Prospecting...

Selling and Sales Managemen Lecture 03: Sales tResponsibilities and Preparation Learning Objectives 1) Understand sales responsibilities 2) Understand the preparations for sales 3) Be able to prepare for a sales negotiation session Salesperson Responsibilities Prospecting Sources Searching for and Existing customers calling upon Trade directories customers, who have Enquiries The press and internet not purchased from Cold canvassing / cold the company call (eg; door-to-door) Preparation for Selling Product knowledge and benefits Knowledge of competitor’s products and their benefits Sales presentation planning Setting sales objectives Sales cycle (steps between first contact to final order placement) Understanding buyer behavior Preparation for Sales Negotiations Assessment of the balance of power Determination of negotiating objectives Concession analysis Proposal analysis A Negotiating Scenario (BATNA – Best Alternative Negotiable Objective) ANY QUESTIONS? Questions 1. Discuss the contribution of preparation to the selling process 2. What is prospecting in Sales ? What are the ways and means a sales person can prospect ? 3. The primary task of a sales representative is to sell the company’s products and services. What additional tasks do you feel a salesperson might undertake and how will it affect their selling role ? 4. When preparing for sales, what information and planning is essential to improve the potential for success 5. What is BATNA and what is the importance of BATNA in sales