Taking the product to the next level

1. CROSSING THE CHASM
Market Expansion

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Business Challenge
‘One thing we’ve discovered with certainty is that anything we do that makes the
customer more successful inevitably results in a financial return for us’.
-Jack Welch, GE
Business Development Tactics and Skills

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The history of salesmanship is as old as human civilization- Paul Herman
The techniques of modern sales management and selling techniques were refined by John
Henry Patterson- Father of modern sales management. He showed the strategy and skill
required to transform a sales force in to an effective work force for generating sales and
profits.
A sales person is no longer an order taker or information provider.
What is Sales Management?
It means planning, direction and control of personal selling.

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The solution is need based marketing – make him understand the benefit.

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Process or Steps in effective selling
It goes through prospecting to
Sales closing and after sales
Service.
Relationship selling- it means Important or major
Customers Need continuous attention
Through partnering or collaborative
Relationships.

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