14 November, 2012

Date                :10-10-2010                             

Presenter      : MD.Monzurul Alam                          

Lecture          : 14




1) Prospecting and qualifying: Prospecting is the step in the selling process in which the sales person identifies qualified potential customers.


2) Pre-approach: Pre-approach is the step in the selling process in which the salesperson learns as much as possible about a prospective customer before marking a sales call.


3) Approach:  Approach is the step in the selling process in which the salesperson meets and greets the buyer to get the relationship off to a good start.


4) Presentation and demonstration: Presentation is the step in the selling process in which the salesperson tells the product story to the buyer, showing how the product will make or save money for the buyer.


5) Handling objections: Handling objections is the step in the selling process in which the salesperson seeks out, clarifies and overcomes customer objections to buying.


6) Closing sales: Closing is the step in the selling process in which the salesperson asks the customer for an order.


7) Follow-up: Follow up is the last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business.




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