Sales
Manual
- Report #1
due |
Sales Manual - Report #1
~ worth 10%
- referring to the sales
steps you learned in the text Selling Today, Manning, Reece, Mackenzie
Step 1,2 & 3
Step 1 Pre-call preparation
(Chapters 5 & 6)
-
industry knowledge - write out
key points about the industry
-
company knowledge - write out
key points about the company
-
product/service knowledge -
write out key points about the products - FAB
-
competition
-
target market
Steps 2 Prospecting (Chapter
8)
-
identify and discuss two international
"prospecting" methods you would use to find your prospect
-
discuss how you would qualify
your prospect
-
need
-
authority to buy
-
ability to pay
Step 3 Approach
-
establish rapport (check social/cultural
considerations re: your country profile)
-
how are you going to get an
appointment to make the presentation
-
in attention - benefit statement
(page 215 text)
-
point out one clear benefit
of purchasing the product/service
-
benefits are things that
-
save time
-
save money
-
have better features therefore
better to use
|
