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selling and sales management
By: Divyanshi Devjani
jlu06249
Mrignayani Verma
jlu06092
To: Dr.Shekhar Upadhyay
sales????
it
consists
of :
Sales refers to the exchange of a product, commodity, service or delivery for money. It involves helping prospective clients or customers by listening to them and understanding their wants and needs to find them what they’re looking for. Rather than persuading someone to purchase something, selling is focused on meeting the needs of the customer objectively.
what is sales?
who is a salesperson?
salesperson
a person whose job is to sell a product or service in a given territory, in a store, or by telephone.
customer
consumer/
customer
importance
importance
* Cash flow is the ‘life-blood’ of every business.
* All business planning begins and ends with the sales forecast.
* “Nothing happens until someone sells something”.
* Product-Market Fit.
types!!
B2B sales (business-to-business sales)
B2C sales (business-to-consumer sales)
Enterprise sales.
SaaS sales.
Direct sales.
types of sales
strategy
effective selling stratergy.
Increase online sales through social media.
Become a thought leader.
Don't shy from cold calling.
Offer a demonstration of the product.
Provide a personalized, clear end result.
Be willing to adapt your offering.
Close deals with confidence.
Nurture existing accounts for future selling opportunities.
Sales process
The sales process is a predefined set of repeatable steps taken to convert leads into paying customers.
From prospecting to closing to repeating those steps, having every step defined beforehand adds structure to your company’s sales activities.
Sales process
steps.
steps
1. prospecting
2. qualifying
3. research
4. pitching
5. objection handling
6. closing
7. nurturing and continuing to sell
reasons why we
need a sales process
need
1. Keeps everyone on the same page.
2. Saves time and increases efficiency.
3. Helps predict sales and revenue.
4. Reduces time spent on training.
5. Provides scope for constant improvement.
6. Improves communication across the team.
7. Gives a clearer picture of the team’s performance.
8. Increases lead conversion rate.
9. Enhances customer engagement
benefits of implementing
benefits
# Stay on track
# Better understand prospects
# Focus on qualified leads
# Accurately forecast sales
# Follow up in a timely manner
# Enhance customer experience
# Get new reps up to speed
salesperson
salesperson
A salesperson is a person who sells things, either in a shop or directly to customers on behalf of a company.
Skills
skills
1. Confidence - maintaining a positive attitude.
2. Resilience - communicating with conviction.
3. Active listening - understanding the customers' needs.
4. Rapport building - selling your personality.
5. Entrepreneurial spirit - continual self-improvement.
good one!!!
a good one?
1. order taker.
2. casher.
3. conversationalist.
4. script reader.
5. opener
6. empath
7. studious
8. educator
9. networker
10. closer
bad one!!!!
a bad one?
1. You’re not really into sales.
2.You fear rejection and can’t roll with the punches.
3. You find yourself as clueless about the product as your customer.
4. You love talking so much you forgot to listen.
5. You’re unable to ask the right questions.
6. You have a sense of entitlement for being so good at what you do. 7. Everyone is a prospect.
8. You lack genuine social empathy.
9. If push comes to shove, you’ll push until the client pushes back.
10.You go by gut feel since you distrust science and haven’t embraced technology.
11.. You focus on products instead of people.
assignment
assignment
sales process being followed or not????