Entrep q3wk1
Entrep q3wk1
Entrep q3wk1
ACTUAL SELLING
OF PRODUCTS
AND SERVICES
AMILOU S. MORANTE
TEACHER III
1
DETERMINE THE COST OF PRODUCTS
AND SERVICES
2
OBJECTIVES DO THE ACTUAL SELLING OF YOUR
ENTERPRISE BE IT PRODUCT OR
3 SERVICES
APPLY SALES MANAGEMENT
STRATEGIES
WHAT I KNOW?
WORDS TO STUDY
SELLING IS THE LAST STEP IN THE CHAIN OF COMMERCE WHERE A BUYER EXCHANGES CASH
FOR A SELLER’S GOODS OR SERVICES.
PRICE IS THE MARKET VALUE, OR AGREED EXCHANGE VALUE THAT WILL PURCHASE A DEFINITE
QUANTITY, WEIGHT OR OTHER MEASURE OF GOODS OR SERVICES.
Persuasive Selling – It calls for the ability of the seller to persuade his
buyer according to the compelling reasons why the buyers need to
SALES
PROCESS
Professional selling involves a series of seven distinct
steps.
1. Prospecting -is finding and qualifying potential
customers. Qualifying is the process of
determining whether a potential customer has a
need or want that the company can fulfill, and
whether the potential client can afford the
product. The importance of this is based on the
premise that not all prospects meet the criteria
to buy.
SALES
PROCESS
Professional selling involves a series of seven distinct
steps.
2.Qualifying- During your initial phone call or
early in your email conversation, it’s important
to ask qualifying questions. After all, you want to
make sure you’re pitching to the right person
(that is, are you in direct contact with the
decision-maker?), ask about their needs, and
assess their pain points.
SALES
PROCESS
Professional selling involves a series of seven distinct
steps.
3. Approach is the first face-to-face interaction you will
have with the potential customer. This is where you
make a first impression. You do this by introducing
yourself, explaining the purpose of your call or visit,
and establishing a rapport with your prospect. First
impressions are crucial to building the customer’s
trust. You work to establish a rapport with the customer
first. This usually involves introductions, making small
talk, asking warm-up questions, and generally
SALES
PROCESS
Professional selling involves a series of seven distinct
3 Three common approach methods:
steps.
a. Premium approach-you give your prospect a gift at
the beginning of the interaction. It may be a pen, a
novelty item or company calendar, for example.
b. Question approach in which you ask a question to get
the prospect interested. For example, 'Would you have a
problem making a 15% annual return on an investment?'
c. Product approach, in which you give the prospect a
sample to review. The idea behind all of these
SALES
PROCESS
Professional selling involves a series of seven distinct
4. Presentation- is actively listening to the needs
steps.
and wants of the potential customer and
demonstrating how your product can meet those
needs and wants. Oftentimes, this activity begins
with open - ended questions. It helps you discover
what your customers want and need.
SALES
PROCESS
Professional selling involves a series of seven distinct
Types steps.
of Presentation
a. Stimulus –response where you try to offer the necessary
information (stimulus) at the right time to make your clients
buy (response).
b.Formula selling is more thorough in providing your product
information. The advantage of this is that it reduces the risk of
loosing important information.
c. Banned presentation is presenting what you have memorized
or just doing it by reading.
d. Need presentation involves asking questions and listening to
customers answers to identify their needs and desires.
SALES
PROCESS
Professional selling involves a series of seven distinct
5. Handling questions/ objections
steps. -is an important part
of the process. Objections can be useful because they
tell the salesperson what to focus upon in addressing
a prospect's concerns. Successful salespeople learn
how to overcome objections through preparation and
having the right information at hand to address them.
In this, you need to be patient and demonstrate
interest in your clients’ need.
SALES
PROCESS
Professional selling involves a series of seven distinct
6. Closing -involves identifying
steps. closing signals from the
prospect that indicate it's decision time.
There are different approaches to closing.
-In the alternative choice close, you assume the sale and
offer the prospect a choice such as, 'Will this be a cash or
credit transaction?' -An extra inducement close involves
you offering something extra to get the buyer to agree,
such as a discount or a free product.
-In the standing room only close, you inform the prospect
that time is of the essence because some impending
SALES
PROCESS
Professional selling involves a series of seven distinct
7. Follow-up is building asteps.
long-term relationship with
your customer for purposes of repeat sales. For
example, you make contact with the customer
sometime after the sale and make sure the product
was received and is in good condition. William A.
O’Connell came up with a conclusion in his research
that conducting the follow – ups is necessary to
obtain repeat sales from existing customers. It also
costs about half the amount needed to close a sale
GENERALIZATION