Chapter No.

04

Sales Responsibilities & Preparation

Responsibilities

 Prospecting
 Maintaining customer records and feedback
 Self-management
 Handling complaints
 Providing service

The primary responsibility of a salesperson is to conclude a

sale successfully.
Prospecting

Prospecting is the searching for and calling upon customers

who have not purchased from the company.

 Existing customers
 Trade directories
 Enquiries
 The press
 Cold canvassing
Customer record & feedback

 Name, position and address

 Nature of business
 Date and time of meeting
 Assessment of potential
 Buyer needs, problems and buying habits
 Past sales with dates
 Problems/opportunities encountered
 Future actions on the part of salesperson
Self-management

 Call Plan

 Tour Plan

 Meeting Plan

 Visit & call frequency

Handling complaints

 Understand the issue

 Involve the relevant personnel

Providing service

 Consultancy
 Merchandizing
 After sales service
Preparation for Pure Selling & Sales Negotiations

Pure Selling Negotiations

Product knowledge & benefits

 Product knowledge is insufficient

 Relate with benefits
 In B2B, understand the process

Knowledge of competitor products

 To offset the strengths of competitors

 In B2B, to present better solution
Sales presentation planning

 So you don’t forget

 To reinforce benefits
 To build confidence
 To anticipate possible objections
Setting sales objectives
The sales cycle refers to the time that can reasonably be expected to
pass before an order is concluded.

 Define requirements
 Visit production site
 Offer product trial
 Comparison

Understanding buyer behavior

 Process
 Influencers
 Preparation for Sales Negotiations

Assessment of balance of power

 No of options available to each party

 Quality and quantity of information (e.g. cost structure)
 Need recognition and satisfaction
 The pressure on parties

Determination of negotiating objectives

 Must have objectives (min)
 Would like objectives (max)
Concession analysis

 Price
 Timing of delivery
 Product
 Payment
 Trade-in terms (warranties)

Proposal analysis
 Estimate the proposals/demand
 Related to concession/objections