sales professionalism ppt final
TRANSCRIPT
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SALES PROFESSIONALIS
M
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NAMES ROLL NO.
Onkar 21
Harish 22
Deepti 23
Rasika 24
Elaine 25
Chetan 26
Samiksha 27
Nishant 28
Cincy 29
Aniket 30
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To provide those sales people with a basic understanding of the sales process and to demonstrate skills and techniques used during this process to ensure that there is a professional approach employed at all times.
Aim To Study Sales Professionalism
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What is Professionalism A professional is a member of a vocation
founded upon specialized educational training
The word professional traditionally means a person who has obtained a degree in a professional field.
The term professional is used more generally to denote a white collar working person, or a person who performs commercially in a field typically reserved for hobbyists or amateurs.
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Sales Professionalism is about Two Factors
Intentions:
-- Our intentions are to create value for our clients and customers
-- We have moved from vendor and adversary to trusted adviser and valued partners
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Outcomes
-- Professionalism also means achieving the desired outcomes that we have sold to our clients.
-- On should Possess not only sales skills, but also the business skills that includes managing teams, leading complex change initiatives, solving problems, and managing our client’s outcomes.
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Sales Professional’s skills
Commitment Charisma Work ethic Desire Attitude Creativity Resilience Flexibility
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The Evolving Role Of The Sales Professional
The sales person as a professional is important to educate and inform customers about products and services
They act as a Diagnosticians.
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They solve the queries of the customers whenever necessary.
They act as intermediaries between customers and a firm.
They are very Inquisitive, Analytic and Systematic in Understanding the problems.
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SELLING IN THE 21ST CENTURY
Coordinated Team Efforts
Knowing the Customer
Technology for Greater Effectiveness.
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CHARACTERISTICS OF A SALES PERSONALITY
PHYSICAL TRAITS
Health Breath Posture Voice Appearance
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MENTAL TRAITS
AlertnessImagination & ResourcefulnessInitiativeEgo DriveObservation & MemoryListening Ability Self-confidenceCheerfulness
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SOCIAL TRAITS
Ability To Meet The PublicEffective SpeechTactCourtesyGood MannersEmpathy
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CHARACTER TRAITS
Honesty & Reliability Enthusiasm Industry Persistence
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Types of salesmen
Manufacturer’s salesmanWholesaler’s salesmanRetail salesmanSpecialty salesmanIndustrial salesmanThe exporter’s salesman
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THE SALES PROCESS
There no magic formula to make sales. However it is widely believed that if salesperson follows certain steps , the chances of success are greatly improved.
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STEPS:
PROSPECTING
PREAPPROACH
APPROACH
PRESENTATION & DEMONSTRATION
MEETING OF OBJECTIONS
TRIAL CLOSE/CLOSING THE SALE
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ProspectingPre-ApproachApproach
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Presentation and Demonstration PromptnessClarity Showing the Proper Quantity and Quality
Meeting Objections Anticipating objection Preventing objection
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8 KEYS TO SUCCESS OF A SALES PROFESSIONALISM
Selling is a skill You are the most important product Relationships, emotions & feelings are the key factors
in sales success Identify & develop your prospects A sales call is a performance Develop effective negotiation skills Objections are your friends Always be closing
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CONCLUSION
In India less importance is given to a Profession like salesman. Selling as a career.
Companies must launch New Selling techniques.
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