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SMBD Topic 1 PPT Group 1

The document summarizes the key steps in the selling process: 1) Prospecting and qualifying involves gathering information about potential customers and planning sales calls. 2) The pre-approach and approach phases involve researching prospects and making initial contact to introduce oneself and the company. 3) Discovering and understanding customer needs involves asking questions to determine what customers need. 4) Sales presentations and demonstrations showcase the product or service. Handling objections addresses customer questions. 5) Closing the sale finalizes the transaction, while follow-up maintains the customer relationship.

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Manpreet Kaur
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73 views

SMBD Topic 1 PPT Group 1

The document summarizes the key steps in the selling process: 1) Prospecting and qualifying involves gathering information about potential customers and planning sales calls. 2) The pre-approach and approach phases involve researching prospects and making initial contact to introduce oneself and the company. 3) Discovering and understanding customer needs involves asking questions to determine what customers need. 4) Sales presentations and demonstrations showcase the product or service. Handling objections addresses customer questions. 5) Closing the sale finalizes the transaction, while follow-up maintains the customer relationship.

Uploaded by

Manpreet Kaur
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Selling Process

and Selling Skills


Group 1 :
Md. Moiz Ali
Tilak Nath Bhowmik
Saloni Bansal
Manpreet Kaur

GROUP 1
What is selling
process?
The complete set of steps that must take place
in order to execute a sales transaction from
start to finish. The selling process may
include such events as the initial contact,
product demonstrations, trial periods, bidding,
price negotiations, signing of contracts, and
delivery of the product or service being sold.

GROUP 1 Source – businessdictionary.com


Steps in Selling Process

Prospecting & Pre-Approach Approach Discovering


Qualifying and
Understanding

Sales Handling Closing the Follow-Up


Presentation & Objections Sale
Demonstration

GROUP 1 Source: Sales and Distribution Management by Krishna K Havaldar 3rd ed


Sales Funnel Leads

•Successful salespeople understand


the importance of process of Prospects
prospecting and qualifying. For
clarity they use the concept of sales
funnel.
Hot prospects
•Sales funnel shows the journey of a
lead to a customer. Cu
sto
me
rs

GROUP 1
Pre-Approach is the phase where the
salesperson gathers information
about the customer and plans a sales
call
Pre- Approach
and Approach
Approach is when the salesperson
calls or meets the prospect and
introduces himself and the company

GROUP 1
Discovering and
Understanding Customer Sales Presentation Handling Objections
Needs
• Salespersons should ask • Different techniques can be • After the presentation,
questions to the customers used to present and pitch the customer’s questions should
and understand what do they product to the customer. be answered property.
need. • Usage of FAB and AIDA • He/she should be sound
• They can use SPIN, i.e., approach. enough to tactfully handle
Situational, Problem, • Product or service must be the customer objections
Implication and Need-Payoff demonstrated well.
Questions.

GROUP 1 6
Close
Follow-up
After everything, the customer should be
After closing a sale we should follow up
closed, there are different ways of closing
with the customer once the sale is done, it
a sale, like Special Offer Technique,
helps in creating a long-term relationship.
Alternative Choice Sales, etc.

Close and Follow Up


GROUP 1
Selling Process in OYO Life

Understanding
Lead Generation Scheduling a call Cold calling
buyer needs

Try to close him,


Pitching him our Confirming his Call him after
give some offer
product visit visit
to lure him/her

Take payment Follow up as per

GROUP 1
Selling Skills

Communication Problem Solving Negotiations Skills Conflict Management Listening Skills


Skills Skills and Resolution Skills

Source: Sales and Distribution Management by Tapan K Panda 2nd ed


GROUP 1
Thank You

GROUP 1

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