1. MS-62 SALES MANAGEMENT SESSION-1 BLOCK-I SALES MANAGEMENT FUNCTIONS UNIT-1 INTRODUCTION TO SALES MANAGEMENT UNIT-2 PERSONAL SELLING UNIT-3 SALES PROCESS
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11. Framework for joint decision making in sales and distribution management Distribution channels Achievement of sales Goals through Company’s sales force Distribution channels Distribution channels Personal & Prospecting through Personal & Non-personal Promotion through Company’s sales force Company’s sales force
12. Framework for joint decision making in sales and distribution management Distribution channels Maintaining Inventory through Corporate organization Distribution channels Corporate sales organization Distribution channels Company’s own sales force Accounts Receivables through Information feedback through
22. The Personal Selling Process PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS Pre approach: QUALIFYING PROSPECTS APPROACHING THE PROSPECT FOLLOWING UP CLOSING THE SALE HANDLING OBJECTIONS MAKING THE SALES PRESENTATION
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24. Approaching The Prospect HOW DO WE MAKE THE INITIAL CONTACT & BUILD RAPPORT There is only one time to make a first impression
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27. Overcoming Objections IF HE HADN’T TOLD ME WHAT HIS OBJECTION WAS, I NEVER WOULD HAVE BEEN ABLE TO HELP!