Entrepreneurship

Mr. Bernstein

Organizing and Preparing a Sales Force, pp 278-287

November 2015

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EntrepreneurshipMr. Bernstein

Personal Selling vs. other Promotion MethodsEffective when pricing is negotiatedEffective when products are relatively complexThere is followup contact after the sale to build a

relationshipCustomers typically want specific and/or detailed

informationPurchases have high dollar amounts

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EntrepreneurshipMr. Bernstein

Staffing a Sales ForceFinders, Minders and Grinders

AKA Order Finders, Customer Service, and Order Takers

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EntrepreneurshipMr. Bernstein

Traits of Successful Sales PeopleHonesty and IntegrityGood listenerEnergeticOrganizedKnowledgeableProblem-solvingAlso listed in Glencoe, p 280: Follows through, Punctual,

Empathetic and PromptIs this you?...

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EntrepreneurshipMr. Bernstein

Providing Sales TrainingCompany KnowledgeProduct KnowledgeCustomer KnowledgeSelling Techniques – the Selling ProcessSelling Mechanics

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EntrepreneurshipMr. Bernstein

Steps in the Selling Process1. Prospecting2. Preapproach3. Approach4. Determining Needs5. Presentation6. Overcoming Objections7. Closing the Sale8. Suggestion Selling9. Closing Mechanics10. Follow-up