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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