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    SangVM S13 C7 SAL301 SANGVM

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    This document discusses the importance of preparation for salespeople. It outlines key sales responsibilities like concluding sales, prospecting, and customer relationship management. It emphasizes the need for product knowledge, an understanding of competitors, and setting objectives. The document also explains that effective preparation for negotiations involves assessing power balances, determining objectives, performing concession analysis, and developing proposals. Overall, the document stresses that preparation is essential for salespeople to successfully manage responsibilities, prospects, customers, and negotiations.

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    SangVM S13 C7 SAL301 SANGVM

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    Ngọc Dương
    19 views10 pages
    This document discusses the importance of preparation for salespeople. It outlines key sales responsibilities like concluding sales, prospecting, and customer relationship management. It emphasizes the need for product knowledge, an understanding of competitors, and setting objectives. The document also explains that effective preparation for negotiations involves assessing power balances, determining objectives, performing concession analysis, and developing proposals. Overall, the document stresses that preparation is essential for salespeople to successfully manage responsibilities, prospects, customers, and negotiations.

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    SangVM.S13.C7.SAL301.SANGVM

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    This document discusses the importance of preparation for salespeople. It outlines key sales responsibilities like concluding sales, prospecting, and customer relationship management. It emphasizes the need for product knowledge, an understanding of competitors, and setting objectives. The document also explains that effective preparation for negotiations involves assessing power balances, determining objectives, performing concession analysis, and developing proposals. Overall, the document stresses that preparation is essential for salespeople to successfully manage responsibilities, prospects, customers, and negotiations.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as pptx, pdf, or txt
    19 views10 pages

    SangVM S13 C7 SAL301 SANGVM

    Uploaded by

    Ngọc Dương
    This document discusses the importance of preparation for salespeople. It outlines key sales responsibilities like concluding sales, prospecting, and customer relationship management. It emphasizes the need for product knowledge, an understanding of competitors, and setting objectives. The document also explains that effective preparation for negotiations involves assessing power balances, determining objectives, performing concession analysis, and developing proposals. Overall, the document stresses that preparation is essential for salespeople to successfully manage responsibilities, prospects, customers, and negotiations.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
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    of 10

    TRƯỜNG ĐẠI HỌC FPT CẦN THƠ

    Session 13:
    Chapter 7:
    Sales responsibilities and preparation
    Learning Objectives
    1. Itemise sales responsibilities
    2. Evaluate sources of sales prospects
    3. Understand the meaning and importance of the sales cycle
    4. Take a systematic approach to keeping customer records
    5. Understand the importance of self-management in selling
    6. Assess what preparation is needed prior to selling
    7. Understand the issues in cold canvassing
    8. Understand the art of negotiation
    9. Plan individual sales interviews

    SangVM.S13.C7.MKT301.SANGVM
    Sales responsibilities
     The primary responsibility of a  Secondary functions are also
    salesperson is to conclude a carried out by most salespeople:
    sale successfully. This task will  Prospecting
    involve:
     Database and knowledge
     Identification of customer management
    needs
     Self-management
     Presentation and
    demonstration  Handling complaints

     Negotiation  Providing service

     Handling objections and  Relationship management


    closing the sale
    SangVM.S13.C7.MKT301.SANGVM
    Sales responsibilities
    Figure 7.1 Key responsibilities of salespeople

    SangVM.S13.C7.MKT301.SANGVM
    Preparation
    Preparation for pure selling and sales negotiations:

     Product knowledge and benefits


     Knowledge of competitors’ products and their benefits
     Setting sales objectives Sales cycle
     Understanding buyer behaviour

    SangVM.S13.C7.MKT301.SANGVM
    Preparation
    Preparation for sales negotiations
    1. Assessment of the  The number of options available
    balance of power to each party
     The quantity and quality of
    2. Determination of information held by each party
    negotiating objectives  Need recognition and satisfaction
     The pressures on the parties
    3. Concession analysis

    4. Proposal analysis

    SangVM.S13.C7.MKT301.SANGVM
    Preparation
    Preparation for sales negotiations
    1. Assessment of the
    balance of power

    2. Determination of
    negotiating objectives

    3. Concession analysis

    4. Proposal analysis

    SangVM.S13.C7.MKT301.SANGVM
    Preparation
    Preparation for sales negotiations
    1. Assessment of the  Price
    balance of power  Timing of delivery
     The product – its specification, optional extras
    2. Determination of  The price – e.g. works price, price at the buyer’s
    negotiating objectives factory gate, installation price, in-service price
     Payment – on despatch, on receipt, in working
    3. Concession analysis order, credit terms
     Trade-in terms, e.g. cars
    4. Proposal analysis

    SangVM.S13.C7.MKT301.SANGVM
    Summary

    The following elements are important during preparation:


    1. Product knowledge and customer benefits
    2. Knowledge of competitors’ products and their benefits
    3. Sales presentation planning
    4. Setting sales and negotiation objectives
    5. Understanding buyer behavior
    6. Assessing the power balance
    7. Concession analysis
    8. Proposal analysis

    SangVM.S13.C7.MKT301.SANGVM
    TRƯỜNG ĐẠI HỌC FPT CẦN THƠ

    All best for You!


    Thanks for
    following up!
    [email protected]
    www.facebook.com/vmsang
    0989.000.789

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