1. WHAT IS SELLING? WHY SOULD WE SELL? WHY DO WE NEED TO HIRE A SALES PERSON? WHAT IS A SALES PERSON HAVE TO OFFER HISCUSTOMERS?

2. PROVIDING THE PROPER SOLUTION FOR ANYPROBLEM(AND EVERYONE HAVE PROBLEMS). SO THE SELLING PROCESS ARE IMPORTANTONLY WHEN WE SEE THAT AND WE SHOULD SELL BECAUSE(NOTHING HAPPENS UNTIL SOMEONE SELLSSOMETHING) Zig Zigler 3. Any sales representatives would like to make aneffective sales calls, they will have to go through thethree Successful Selling Steps :1. Business Planning2. The Sales Cycle3. Follow-Up 4. Thinkingwhatsomething ismeaning andunderstandinganalytic,objective,principles,standards,criteria,both areopposite reasoningand judging functions- people consciouslyprefer one or the other- Jung called thesefunctions rationalFeelingwhether itsgood or notweight andvaluesubjective,personal, valuingintimacy,humaneSensationsomethingexistssensualperceptionrealistic, down-to-earth,practical,sensibleboth areopposite perceivingfunctions - peopleconsciously prefer oneor the other - Jungcalled these functionsirrationalIntuitionwhere itsfrom andwhere itsgoingpossibilitiesandatmospherehunches, future,speculative,fantasy,imaginative 5. (E)Extraversion or Introversion (I)the focus or direction ororientation of ourbehavior - outward orinwardAttitude ororientation(S) Sensing or intuition (N)how we gatherinformationFunction(JungianIrrational orMBPerceiving)(T) Thinking or Feeling (F) how we decideFunction(Jungian Rationalor MBJudging)(J) Judging or Perceiving (P)how we react to the world- do prefer to makedecisions or keep open tooptions (and also whichmiddle Functions do wefavor)Myers Briggsaddeddimensionequating toJungsIrrationaland Rational 6. D I S CDominance Influence Steadiness Compliancedecisive, dominant,self-assured, forceful,task-orientated, leadsand directsmotivates others viainfluence andpersuasion, goodcommunication skills,presents well, friendly,inspires others,gregariousreliable, dependable,process-orientated,listener, friendly,trustworthy, solid,ethical, finishes whatothers start and leave,methodical, decidesaccording to processpainstaking,investigative, curious,decides using factsand figures, correct,checker, detailedmotivated byresponsibility andachievementmotivated byrecognition andpersonal approvalmotivated by time,space and continuityto do things properlymotivated byattention to detail,perfection and truthstrong focus on taskand forceful style canupset peopleemphasis on imagecan neglectsubstancedependence onprocess -can becomeresistanceneed for perfectioncan delay or obstructfears failure and lossof powerfears rejection andloss of reputationfears insecurity andchangefears inaccuracy andunpredictabilityrationalist idealist guardian artisan 7. There are three main steps to consider improving your salescall effectiveness:1. Pre-call planning (before you meet the customer)Done prior to meeting your customer involves several stepssuch as.. Reviewing customers past call notes, Setting callobjectives and Preparing sales tools.2. The sales call (face to face contact with the customer)There are several steps to be aware of: Opening, Probing,Presenting Features and Benefits, Objection Handling, Etc. 8. 3. Post-call analysis and follow-up (after your sales call)Writing notes which you make immediately afterfinishing your call, these are what you will bereviewing prior to your next appointment with thesame customer.Without having these notes immediately written, youwill not have an effective call, not mentioning reachingyour call objective.*Notes Should Include.. Objections whether handledor not, and reaction ,next visit objective Etc... 9. You are now hired as a sales representative with apharmaceutical company. On your first day on territory, the company has not yetgiven you a list of physicians or pharmacies to callon, no addresses or phone numbers or instructions. Eventually you must figure out: Who you should callon to? and Where they are located ? What should you do, to be effective as a salesrepresentative? 10. There are two solutions for this situation:1. Trial and Error (Random survey)This is a time consuming high errors possibilities- leakof accuracy-a lot of effort needed.2. Planed Survey(Colleagues-Pharmacies- Addressbooks Etc.)Saving time- high accuracy-minimal errors-minimizeeffort needed.So by proper planning you will get the best result , withthe minimum level of cost and effort 11. What is the benefit of Pre-Call Planning:1. Shortening the time of getting results2.Maximize the use of the limited working time3.Prevent surprises(such as questions I am not able to answer)4. Adding value to every call.5. Optimal use of the face to face call time.6. preparing some Probing Questions to ask your customer duringthe sales callThere is some questions that we call it Throw- Away questionsThese are that kind of questions which will not give any valuableinformation. 12. On the other hand, there is three very important questions wemust ask ourselves, to make a proper pre-call planning1. Why I am going to visit this customer?2. What is the value that it will be add to this customer with thisvisit?3. What is my call objective?And for that after every visit you have to ask your self one questionDid I achieved my objective from this visit?Weather the answer by yes or no I must know how I did it or whydidnt I?Because this is a proven successes I must be able to repeat or amistake I must learn form it so that I will not repeat it. 13. Why should we do Pre-Call Planning?1. preparing my call based on the type of customer whichI going to deal with.2. Type of customer also, will determine which salestools you will use during the call.3. Previous call notes is very important, and they shouldgive you an idea about the customer needs.4. Still You must consider the Time Allotment for youwith every customer. 14. Introduction and AwarenessCustomer is not yet aware that, you and your company oreven your product exist. IdentificationAt this stage you need to convince your customer that aproblem exist indeed . KnowledgeYou must educate the customer about what the companyand its products can offer him or to his patient. EvaluationThis is where the customer takes some time to compareyour product with which he is currently using. 15. In the Evaluation stage there is something that we call itthe Buying SignalsThese signs indicates to whether your customerconvinced in your products or no. Taking A DecisionWhether he will use your product or your competitors.