What Shakira Songstress Said ?
THIS TIME AFRICA
AND WE Says : THIS TIME DEVELOPMENT
PERSONAL DEVELOPMENTThe Path to SuccessTable of ContentsOur Torch. This time for Development ..Section 1. Table of Contents ...Section 2. Agenda ..Section 3. What job responsibilities of Sales RepsSection 4. Sales Basics .Section 5. Sales Fundamentals Pyramid .Section 6. Sales Call Steps ............................. ** (P.S.Format)Section 7. How to give feedback .Section 8. Handling Objection .. 4... 6 7 8 9 10 11 12 16 17 18 20 22 24 25
Table of contents ( Cont )Section 9. Communication Skills ( Only Supervisor's )Section 10. Advance communication skills Section 11. Art of Receiving feedback ** Building Trust & Credibility ** Tips for Persuasive MessagesSection 12. Teams : Work & Learning
WHATJob Responsibilities of Sales Man
Sales executives are responsible for increasing & developingBusiness horizontal & vertical ( sales, collection, relation.etc )Knowing & Maintaining vision, mission, policy of company. Sell Volume and Sales Fundamentals.Action as a contact between a company & its existing and potential markets ; negotiating the terms of an agreement and closing sales; gathering market and customer information .Checking quantities of goods on display and in stock; reviewing own sales performance; aiming to meet exceeds targets; gaining a clear understanding of customers, and businesses requirements .
Sales BasicsKnowledge of our BusinessKnowledge of our CustomersIdentifying accurately the Customers needs & limitationsShowing our Customers the benefits of selling our brandsAnticipating & Handling Customers queries and objections
ABUYER BUYS IF :
We Understand the Buyers Situation. Our Ideas is Practicably. The Buyer Understands the Idea. The Buyer See the Benefits. SOIT IS BE EASY TO GET THE BUYER AGREEMENT
CoverageVOLUME SALES FUNDAMENTALS PYRAMID
WHATSALES FUNDAMENTALSA. DISTRIBUTIO: No out of stocks on already listed SKU's. All supported brands are listed. All SKU's are listed A new initiatives are listed everywhere and fast.
Continued B. SHELVING: The shelf carries on average 80% of the sales. Brands in shelf of the categories. Brand block of all brands in shelf , our packaging's achieve visibility when they are together. Minimum a fair share of the shelf space based on shares. We are the most visible we can be in the shelf , Ideally in middle of the category shelf.
Continued C . PRICING: We Suggesting the recommend consumer prices to the end users. We should indicate the recommend price in a clear and visibly way on the shelf. Parity or better than competitor at point of purchase.
Continued D. DISPLAY: DO not sell displays before having fixed the first three fundamentals. A display should be massive and impressive. visibility and attraction as well as avoid out stocks. Place the display at the entrance or outside the store. ADVICE For MERCHANDISING:: Dont go out of a store looking like when you got in.
COMPETITIVE ACTIVITIES REPORTING.Where, What, When, Who, and How (Execution).Small recommendation / proposal.
Sales Call StepsPreparationShelf CheckStock ShelfReviewPresentationCloseRecordingMerchandisingCall AnalysisP S F1.Summarize the situation2.State The Idea3. Explain How it Works4.Renforice Key Benefits5.Suggest an Easy Next Step(Close)AvailabilityVisibilityPriceF . I . F . ODetermine Buyer InterestHandlingObjectionsCommunicationSkills
HOWPERSUASIVE SELLING FORMAT (PSF)
SUMAMARIZE THE SITUATION:Current conditions.Buyers NeedsLimitations.Opportunities for Benefits.2) STATE THE IDEA.3) EXPLAIN HOW IT WORK.4) REINFORCE KEY BENEEFITS.5) SUGGEST AN EASY NEXT STEP (CLOSE).
Feed Back How to Give itSeparate What You think, Observe and feel.Talk to the person, not about personBe precise and specific.Dont criticize but describe.Dont give to much feedback one time. Use pareto rule 20% of the most important information to improve performance by 80%.Concentrate one your observation (what you see and hear) rather than you conclusions (your interpretation of what you see and hear).
How to Give Feedback (cont.) Start with the positives, then show opportunities. Concentrate on benefits for business not for yourself. Dont advise, rather share ideas and information. Give a gift , dont force.Choose proper place and time for giving feedback.
Feedback Problems Lack of Clarity in Message. Lack of Clarity of motivation / What.Unwillingness to be critical for fear of hurting feelings.Resistance & Defensiveness of other party- denials, excuses.Failure of other party to relate feedback to own behavior.
OBTAIN VERIFY TRANSMIT SIX RESPONSES: Genera Leads Restatement. Pause. Probing comfortable areas. Probing Sensitive Area. Interpretation.
Determine the Real ObjectionUnderstand the ObjectionVerify Understanding the ObjectionHandle the Objection