1. Sales and Distribution Management, 2e Dr Tapan K. Panda, Great Lakes Institute of Management, Chennai Dr Sunil Sahadev, University of Sheffield, UKCopyright 2011 Oxford University PressChapter 3: The Selling Process

2. Chapter 3 The Selling ProcessCopyright 2011 Oxford University PressChapter 3: The Selling Process 3. Stages in the selling processPre-sale preparationFollow up actionProspectingPreapproach before the interviewApproach to the customerClosing the SaleHandling Customer ObjectionsSales PresentationCopyright 2011 Oxford University PressChapter 3: The Selling Process 4. Prospecting Successful prospecting 50 potential prospects50 potential prospects15 Qualified prospects25 Qualified prospects6 Interviews17 Interviews1 sale7 salesNoYesSuccessful prospectingCopyright 2011 Oxford University PressChapter 3: The Selling Process 5. Process of prospectingIdentify and define prospectsSearch for sources of potential accountsQualify the prospects from the suspectsCopyright 2011 Oxford University PressChapter 3: The Selling Process 6. Methods of prospecting Cold canvassing Endless chain customer referral Prospect pool Centers of influence Non competing sales force Observation Friends and acquaintances Lists and directories Direct mail Telemarketing Trade shows and demonstrationsCopyright 2011 Oxford University PressChapter 3: The Selling Process 7. Selling process Pre approach to selling Approach to the customer Sales presentation - approach to sales presentation - attracting customer attention - creating interest - arousing desire and building conviction Methods of sales presentation - canned presentation - organized presentation - tailored presentationCopyright 2011 Oxford University PressChapter 3: The Selling Process 8. Handling customer objections Suggested by SMITH Start with your highest expectations Avoid conceding first BE sure the customer understands the value of a concession Make concessions in small amounts Admit mistakes and make corrections willingly BE prepared to withdraw a concession Avoid split the difference strategy Do not advertise willingness to concede Copyright 2011 Oxford University PressChapter 3: The Selling Process 9. Methods of handling customer objections Superior feature method YesBut method Reverse English method Indirect denial method Pass out method Comparison method Direct denial method Another angle method Narrative method Testimonial method Question or WHY methodCopyright 2011 Oxford University PressChapter 3: The Selling Process 10. Closing the sale Methods of closing the sale Follow-up action B2B sellingCopyright 2011 Oxford University PressChapter 3: The Selling Process