Sales Management: Products and Services. Dr Jae K Shim

Act of 1998

       Discounts

       Cash discount

       Trade or functional discount

       Quantity discounts

       Advertising discounts

       Early-order discounts

       Group discounts

       C.l and l.cl

       “Mixed car-lot” discounts

       Chapter 7: The Selling Process and Prospecting

       Prospecting

       Considerations for selection prospects

       Prospecting methods

       The “cold-canvas” or “cold turkey”method

       Lists

       Company leads

       Company advertising

       Friends and acquaintances

       The customer reference method

       Group prospecting

       Surveys by junior salespeople

       Sales spotters

       Public exhibitions and displays

       Personal observation

       Additional considerations for effective prospecting

       Guidelines for using the telephone

       Direct-mail selling

       Chapter 8: Types of Sales Presentations and Considerations for Effective Delivery

       Types of sales presentations

       Considerations for effective delivery

       Preparation

       Organization

       Proper setting and showing

       Show and demonstrate

       Outline key points

       Use charts, graphs, and illustrations

       Appeal to a maximum number of senses

       Use the benefit-proof technique

       Make comparisons

       Similes

       Metaphors

       Listen and observe

       Use language and terms that the prospect understands

       Emphasize key words

       Use specific explanations rather than general ones

       Be enthusiastic and confident

       Vary the presentation

       Avoid distracting mannerisms and poor appearance

       Eye contact

       Control

       Repeat and review

       Chapter 9: Opening the Sales Interview

       Objectives of the opening

       The salesperson’s attitude and approach

       Things to avoid

       Making appointments

       First-call obstacles

       Chapter 10: Handling Objections

       Common causes for objections

       Common types of objections

       Considerations for handling objections

       Methods for answering objections

       Agree and qualify

       Make the objection serve as a selling point

       Ask questions for further explanation

       Agree that the objection is valid

       Delay the answer

       Politely deny that the objection is valid

       Pass up or ignore the objection

       Chapter 11: Closing the Sale

       Coming difficulties in closing

       Considerations for effective closing

       Timing

       Frequency of trial closes

       Trial or preliminary closes

       Control of the sale

       Reserve selling points

       Fit the item and quantity to the prospect’s needs

       Methods for closing

       The alternative-choice close

       Securing a series of acceptances

       Summarize and review

       Get the prospect to make minor decisions first

       The conditional method

       Pointing out greater risks of waiting