Ch01 - Introduction
Ch01 - Introduction
Ch01 - Introduction
Introduction to
Sales Management
SALES MANAGEMENT:
SHARPING FUTURE SALES LEADERS
Tanner, Honeycutt, and Erffmeyer,
2e Wesser 2014.
President
Corporate
Strategy Marketing strategy
STP strategy.
Marketing mix…
Marketing
Strategy
sales strategy
Sales target for individuals
Sales Strategy
Sales structure, sales outsources
Sales process and approaches
How to motivate salespeople… …. 1-6
Marketing vs. Sales strategy
What markets do we serve Coaching salespeople so
Markets Coaching they can improve
with what products?
Transactional Prospecting
Affiliative
Consultative
Closing Presenting
Enterprise
1-8
The Selling process: 8 Steps
It is more relevant is B2B
business sales where the
sales cycle might take a
longer duration to close.
1-9
Selling process
Prospecting
A prospect is a MAD buyer
• the Money to spend
• the Authority to buy
• the Desire to buy it
Leads can be from
• Referrals from customers
• Referrals from internal company
sources
• Referrals from external agencies
• Published directories, Yellow Pages
• Networking by the Salesperson …
Selling process
Pre-approach
salespeople collect all the
information about the prospects:
their needs, financial and overall
situation.
Approach
A good approach makes a
favorable impression and
establishes some degree of
rapport between the salesperson
and the buyer.
Selling process
Need Identification
The stage in which the salesperson must
discover, clarify, and understand the buyer’s
needs.
The best way to uncover and understand needs
is by asking questions.
1
Questioning
2
Identification
3
Pre-commitment
Selling process
Presentation
Feature
Tips for effective
presentations
o Keep it simple Evidence
o Talk the prospects language
o Stress the application of the
product/service to the
prospects situation
Benefit
o Seek credibility.
FEBA
Agreement
Presentation of Product, Features, Benefits, Advantages
“I
“I don’t
don’t care
care how
how many
many
degrees
degrees you you have
have on
on the
the
wall,
wall, if
if you
you don’t
don’t know
know how
how
to
to sell,
sell, you’re
you’re probably
probably
going
going toto starve.”
starve.”