Shared by: F.X. Hadi Tjokrosusilo 1

Shared by: F.X. Hadi Tjokrosusilo

rocessrocess

umbersumbers

kill+Art kill+Art …+…+ KnowledgeKnowledge

elationship elationship

ommitmentommitment

SELLING is A …SELLING is A …SELLING is A …SELLING is A …

PP

NN

S S

RR

CC

2

Shared by: F.X. Hadi Tjokrosusilo

2

4

33

31

35

Initial Selling

Repeat Selling

Up Selling

Cross Selling

Referral Selling ...

3

Shared by: F.X. Hadi Tjokrosusilo

4

Shared by: F.X. Hadi Tjokrosusilo

5

Shared by: F.X. Hadi Tjokrosusilo

1. SPREADING

2. COVERAGE

3. PENETRATION

6

Shared by: F.X. Hadi Tjokrosusilo

7