Outline for Preparation of Manual
Name of product to be sold.
Name of company you are selling for.
Course name and number.
Your name and date.
Developing a Personal Selling Philosophy
Describe the marketing setting (e.g., retail, wholesale, manufacturing, or service). B.
Describe the role of personal selling in this setting.
Describe the typical salesperson’s training to become a consultant/problem-solving type of salesperson. II.
Developing a Relationship Strategy
Describe the typical relationship between salesperson and customer in this field. B.
Describe the appropriate salesperson’s attitude.
Describe the appropriate salesperson’s appearance.
Describe the methods used to strengthen a long-term relationship for repeats and referrals. E.
Describe your communication style.
Developing a Product Strategy
Description of company
Description of product/created product solution
Description of technical expertise needed by salesperson
Develop feature benefits worksheet. (See Table 6.2)
Is this a new and emerging or mature and well-established product? F.
Will you use a price or value-added product strategy?
Developing a Customer Strategy
Describe the typical buying motives of prospect.
Describe the typical prospect as an individual (and as a company representative, if appropriate). C.
How are prospects identified in most cases?
Developing a Presentation Strategy
Preparing for the sales presentation.
List presentation objectives.
Describe a typical sales cycle (how many calls).
Describe team versus one person, and group versus individual presentation strategies. 4.
Describe ways to achieve a good social contact.
Describe methods to achieve good business contact (prepare a business contact worksheet—See Table 10.1). B.
Creating the sales presentation
List questions that will determine the prospect’s needs (prepare a need discovery worksheet—see...
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