Selling your product Finding and qualifying sales leads

Preparing for a sales call

Principles of successful selling
Making the sales call
The Importance of Personal Selling
Closing a sale and following up
Personal selling is a promotional technique used by
a company’s sales force. *A sales lead is a person or company that has som
e characteristics of your target market. Leads are obt
ained in several ways:
Personal selling has several advantages over oth Promotional Responses
er types of promotion:
Referrals
Helps Build Personal Relationships. Personal selli
ng involves contact by means of face-to-face meetin Data Mining
gs, telephone calls, and videoconferences. Cold Calls
* B e f o re m a k i n g a s a l e s c a l l , yo u s h o u l d :
Allows for Customized Communication. Because Set Up an Appointment
personal selling is an interactive form of communicati Learn About the Prospect
on, salespeople have the opportunity to adapt their
message to each potential customer. Know Your Product or Service
Develop an Overall Selling Strategy

Helps Reach Business Customers. Personal sellin Write a Presentation Outline

g’s two-way method of communicating is especially e *To make your sales calls more successful:
ffective for selling to business customers.
Be on Time
Try to Build Rapport
Characteristics of Successful Sales Ask Questions and Take Notes
p e o p l e
Most successful salespeople have the following char Answer Objections
acteristics: Ask for a Commitment
Positive Attitude *Follow up with new customers to make sure th
Good Listener at process met their expectations.

Persistent. T h e M e c h a n i c s o f S e l l i n g
Commonly used sales forms include:
Hard Worker
Sales Call Logs
Truthful
Sales Proposals
Consistent
Order Forms
The Selling Process
Sales Receipts
The main steps in the selling process are:
Sales Contracts
Call Logs
Estimating Sales Salary Only. A salary is a fixed amount of money t
hat an employee is paid on a regular basis.
Sales Force Planning Commission Only. A commission is an amount paid
Your sales force planning should answer such questi based on the volume of products or services that a
ons as: salesperson sells.

What selling methods do you plan to use?
Who do you need in your sales force?
How much and what type of training do you need fo
r your sales force?
How large a sales budget do you need so you can
pay your sales force?
What estimated amount of sales can you expect the
sales force to achieve over a specific time period?
Sales Force Planning
*External sales are obtained by hiring another comp
any to do the selling for you.
Base Salary Plus Commission. Most often, salespe
ople are paid with a combination of salary and com
mission.
Sales Training
Most businesses that employ a sales force provide e
xtensive training for new salespeople.Some subjects
taught in company training programs are:
Company Information
Product or Service Knowledge
Target Market Characteristics
Information on the Competition

*Internal sales are obtained by you or your employe General Selling Techniques and Mechanics
es who sell your products or services exclusively.
Technology Skills
*Sales force roles include:
Sales Forecasting
Order Getting
A sales forecast is a prediction of the amount of fut
Order Taking ure sales your company expects to achieve over a c
ertain period of time.
Sales Support
There are four general steps in preparing a sales for
Expenses Related to a Sales Force ecast:
After you decide what selling methods you’d like to u
1. Analyzing current conditions
se and what kind of sales force you’ll need, the next
2. Reviewing past sales
step is to estimate the costs related to your sales p
lan. 3. Making educated predications about the fut
ure
There are three basic expenses related to a sales fo
rce 4. Estimating your future sales for a specific t
ime period
:

Compensation Sales Forecasting Techniques

Common forecasting techniques:
Training
Full Capacity
Expenses
Observational Data
How Salespeople Are Paid
Industry Standards
There are three main options for compensating sales
people: Industry/Seasonal Cycles
Team Effort
Number of Customers versus Distance
Market Share

Proportional Scaling