Professional Documents
Culture Documents
Irwin/McGraw-Hill
7-1
Costs
Long-term relationships Productivity
Profits
McGraw-Hill Companies, Inc., 2000
7-2
Irwin/McGraw-Hill
7-3A
1. Name: Address: 2. Type of business: Name of buyer: 3. People who influence buying decision or aid in using or selling our product: 4. 5. 6. 7. 8. 9. Buying hours and best time to see buyer: Receptionists name: Buyers profile: Buyers personality style: Sales call objectives: What are customers important buying needs:
McGraw-Hill Companies, Inc., 2000
Irwin/McGraw-Hill
7-3B
10. Sales presentation: a. Sales approach: b. Features, advantages, benefits: c. Method of demonstrating FAB: d. How to relate benefits to customers needs: e. Trial close to use: f. Anticipated objections: g. Trial close to use: h. How to close this customer: i. Hard or soft close: 11. Sales madeproduct use/promotional plan agreed on: 12. Post sales call comments (reason did/did not buy; what to do on next call; follow-up promised):
Irwin/McGraw-Hill McGraw-Hill Companies, Inc., 2000
7-4A
Advertising
Geographical National Regional Local Co-op Type Television Radio Direct-mail Internet
Irwin/McGraw-Hill
7-4B
Availability Delivery Guarantee Installation Who does it? When? How? Maintenance/service Training on use Warranty
Irwin/McGraw-Hill
7-5
End-Users
List price Shipping Costs Discounts
Cash Quantity
Financing
Markup Profit
Irwin/McGraw-Hill
Payment
7-6A
1. Approach
7-6B
Recommend what to buy in order to fill their needs uncovered in the presentation
6. Close
7. Exit
Irwin/McGraw-Hill
7-7
Attention
Interest
Desire
Conviction
Purchase
Irwin/McGraw-Hill
7-8A
2. Preapproach Salesperson determines sales call objective, develops customer profile, customer benefit program, and selling strategies. Customers needs are determined.
Irwin/McGraw-Hill McGraw-Hill Companies, Inc., 2000
7-8B
Irwin/McGraw-Hill
7-8C
Irwin/McGraw-Hill
7-8D
Do I understand the salespersons marketing plan and business proposition? I need more information to make a decision. Can you meet my conditions?
McGraw-Hill Companies, Inc., 2000
Irwin/McGraw-Hill
7-8E
Irwin/McGraw-Hill
7-8F
Irwin/McGraw-Hill
7-8G
Irwin/McGraw-Hill
7-8H
Irwin/McGraw-Hill