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