1. Types of Enquiries
 Hot Enquiry: Where customer need the product
very quickly. This type of enquiry can be
converted into sales within few days or a week.
 Warm Enquiry: This type of Enquiry takes some
time to get converted into Sales. This Enquiry could
take weeks to get converted to Sale.
 Cold Enquiry: This type of Enquiry takes month s
to get converted into Sale.One can List down all
the cold Enquiries in a register.But some cold
enquiries tend to get lost if follow up is not taken.

2. Hot Enquiry Conversion
Following guidelines are required to be Implemented:
 Demonstrator should go to customers place immediately &
remain there till customer gets convinced.
 Using USP to convince the customer.
 By using Comparative data to convince the customer.
 Salesman to find influencing persons who can make the
impact
in convincing the customer in favor of Sonalika.

3. Selling Process
Tractor selling have 5 Stages.
 Stage 1: Opening the Sales call with the prospect.
Dealer /Salesman should start sales interaction with sharing
pleasantry and greeting. Here the dealer must share the
achievement of ITL.
 Stage 2: Developing the Sales call with the prospect.
This is the most crucial stage in selling process. Salesman
should put all the effort to understand the need of the
Customer.
Salesman tend to neglect this, which result in lose of sale.

4. Selling Process
 Stage 3: Proposing the appropriate solution.
Once prospects need is clear, the salesman must quickly
propose the appropriate solution.It could be specific model
which meets all his requirements.
 Stage 4: Elimination of Doubts.
After the Stage 3, if the prospect make like to seek
clarification on any doubt in his mind about the specific
model of tractor.

5. Selling Process
 Stage 5: Close the Sales call.
When queries & doubts are clear the salesman must
attempt to close the call by any of the method:
 Get prospect committed by asking some advance
payment of Margin Money.
 Suggest a delivery date for the tractor.

6. Tractor Delivery
 It is very important occasion for the farmer.
 Delivery should be done in a ceremonial way.
Customer should be garlanded & congratulated &
sweets should be distributed to everybody
present.
 Finally Tractors Key are Handed over to the owner.

7. Convincing the Customer
 If the Customer already have Other
Brand Tractor.
 If the Customer want s to buy a new
Tractor for the first time.
 Convincing the Customer by telling him the
USP s of our brand & then comparing it
with other brand Tractor.