Personal Selling

Salespersons use exactly the same sales method, but it is generally eight steps process:

1- Prospecting: Seeking customers' names through sales records, referrals, networking etc. (Identifying leads), and evaluate if the person is able to buy (Qualifying leads).

2- Pre-approach (Planning the sale): Gathering all business activities information. It helps present the presentation to meet the prospects needs.

3- The approach: Contacting the potential customer to make an appointment.

4- Need assessment: Discovering and understanding the buyer's needs.

5- Presentation: Need to attract and hold the prospects Attention to stimulate Interest and stir up Desire in the product so the potential customer takes the appropriate Action. AIDA

6- Meeting Objections: Respecting, clarifying and responding objections.

7- Gaining commitment: Getting a commitment to buy the product.

8- Following Up: Must follow up: sales, delivery, customer service, referrals. Also helps determine the prospects future needs.

The main responsibilities of the sales manager are:

1- Managing the sales force by:

- Recruiting well qualified salespersons to have a strong team.

- Training, monitoring, coaching and motivating his team to achieve goals.

- Performance evaluation of the sales team by pre and post briefing to analyse their strengths and weaknesses this will help them to manage their force.

2- Strategic planning: The sales manager should prepare effective sales policies and strategies for achieving the sales targets because the salespersons are depending on him.

3- Handling important sales deals: If there are deals which can get the company a substantial amount of business and profits; the sales manager has to meet the clients, and attract more business. For example, handling the buying groups contracts in the medical field.

There are many more other areas of responsibility that differ from company to company, region to region....but, it all begins with a plan.

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