Scribd Logo
Upload

Welcome to Scribd!

  • 25 views

    SLS3 Process Aug 2011

    Uploaded by

    Bob Bin
    Sales Management Selling Process is based on ICICI bank model. Sales Person locates and identifies the prospects Makes sales presentation Closes a call follow up with existing customers Measures success and customer satisfaction levels. If satisfied with the service will continue to patronise the same service provider long term business gains.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd

    SLS3 Process Aug 2011

    Uploaded by

    Bob Bin
    25 views10 pages
    Sales Management Selling Process is based on ICICI bank model. Sales Person locates and identifies the prospects Makes sales presentation Closes a call follow up with existing customers Measures success and customer satisfaction levels. If satisfied with the service will continue to patronise the same service provider long term business gains.

    Copyright

    © Attribution Non-Commercial (BY-NC)

    Available Formats

    PPT, PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    Sales Management Selling Process is based on ICICI bank model. Sales Person locates and identifies the prospects Makes sales presentation Closes a call follow up with existing customers Measures success and customer satisfaction levels. If satisfied with the service will continue to patronise the same service provider long term business gains.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    25 views10 pages

    SLS3 Process Aug 2011

    Uploaded by

    Bob Bin
    Sales Management Selling Process is based on ICICI bank model. Sales Person locates and identifies the prospects Makes sales presentation Closes a call follow up with existing customers Measures success and customer satisfaction levels. If satisfied with the service will continue to patronise the same service provider long term business gains.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    of 10

    Sales Management

    Selling Process

    Sales Management
    Sales persons knowledge universe
    Prod Knowledge Company Knowledge History Finance Management Size Policies Features Benefits Price Competitor Knowledge Industry structure Market Share Market behavior Other policies

    SPs Knowldg Universe

    Sales Management
    Selling process Duties of SP vary in different selling situation Fundamental duty of SP is to provide product & service information to the customer SP works as a source of market intelligence Being close to customers, SP possess info about customer preference, switching behavior & demand pattern SP helps the organization in forecasting territorial redesign, collecting competitor info

    Sales Management
    Selling process Sales Person locates & identifies the prospects Makes sales presentation Closes a call Follow up with existing customers Measures success & customer satisfaction levels

    90% of customer handling strategy 10% of sales presentation

    Sales Management
    Selling process
    Pre sale preparation Prospecting

    Pre approach Before Interview

    Approach to the customer

    Follow up Action for Repeat sale

    Closing the sale

    Objection handling

    Sales presentation

    Pre sale preparation: Adequate knowledge about product, market, competitors product, prices, customer segment & selling technique to be applied

    Sales Management
    ICICI bank model
    Exit/follow up

    Closing sale
    Handling objection Demonstration Presentation Customer contact Prospecting

    Account Opening
    Sales presentation

    Sales Executives Domos

    Product presentation by Field Officer Calling by Field Officer for appointment

    Through branch referrals & Field Officers activity

    Customer Relationship Management


    Formation and nurturing of long term relationship through paying individual attention Objective: Turning prospects into advocates Prevent defections Having large proportion of loyal advocates Long term business gains Customer if satisfied with the service will continue to patronize the same service provider

    Customer Relationship Management


    The Loyalty ladder
    Advocate

    Emphasis on developing &enhancing relationships


    Supporter Client

    Customer retention

    Customer Emphasis on New customer

    Customer acquisition

    Prospect

    Customer Relationship Module

    Phase 3

    Company Loyal KOLs

    Phase 2 Product Loyal Phase 1

    Prospects,New, Potent, initiators

    Sales Management
    Class Assignment : Eureka Forbes

    How will you go about with the selling of the following products Industrial products: Solar heater panels Robot with a sensor FMCG product: Green tea dispersible tablets Pharma product: Medicated diapers Service product: ICICI pinnacle fund Automobile product: TATA Nano

    You might also like