Sales fundamentals pyramid copy

What Shakira Songstress Said ?

THIS TIME AFRICA

AND WE Say’s :

THIS TIME DEVELOPMENT

PERSONAL DEVELOPMENT

The Path to SuccessTable of Contents

Our Torch. This time for Development …………………..

Section 1. Table of Contents ………………………………...

Section 2. Agenda ………………………………………………..

Section 3. What job responsibilities of Sales Rep’s

Section 4. Sales Basics ………………………………………….

Section 5. Sales Fundamentals Pyramid ……………….

Section 6. Sales Call Steps ………….............................

** (P.S.Format)

Section 7. How to give feedback ………………………….

Section 8. Handling Objection ……………………………..

……… 4

……... 6 – 7

……… 8

……… 9

……… 10 – 11

……… 12 – 16

……… 17

……… 18

……… 20 – 22

……… 24 – 25

Table of contents ( Cont )

Section 9. Communication Skills …………………………

( Only Supervisor's )

Section 10. Advance communication skills ………

Section 11. Art of Receiving feedback ……………

** Building Trust & Credibility

** Tips for Persuasive Messages

Section 12. Teams : Work & Learning ………………

……………....

……………….

………….......

………………..

Agenda

WHATJob Responsibilities of Sales Man

Sales executives are responsible for increasing & developing

Business horizontal & vertical ( sales, collection, relation….etc )

1) Knowing & Maintaining vision, mission, policy of company.

2) Sell Volume and Sales Fundamentals.

3) Action as a contact between a company & its existing and potential

markets ; negotiating the terms of an agreement and closing sales;

gathering market and customer information .

4) Checking quantities of goods on display and in stock; reviewing

own sales performance; aiming to meet exceeds targets; gaining a

clear understanding of customers, and businesses requirements .

Sales Basics

1. Knowledge of our Business

2. Knowledge of our Customers

3. Identifying accurately the Customer’s needs & limitations

4. Showing our Customers the benefits of selling our brands

5. Anticipating & Handling Customer’s queries and objections

ABUYER BUYS IF :

We Understand the Buyers Situation.

Our Ideas is Practicably.

The Buyer Understands the Idea.

The Buyer See the Benefits.

SO IT IS BE EASY TO GET THE BUYER AGREEMENT

Coverage

VOLUME

SALES FUNDAMENTALS PYRAMID

WHATSALES FUNDAMENTALS

A. DISTRIBUTIO:

No out of stocks on already listed SKU's.

All supported brands are listed.

All SKU's are listed

A new initiatives are listed everywhere and fast.

Continued

B. SHELVING: The shelf carries on average 80% of the sales. Brands in shelf of the categories. Brand block of all brands in shelf , our packaging's

achieve visibility when they are together. Minimum a fair share of the shelf space based on

shares. We are the most visible we can be in the shelf ,

Ideally in middle of the category shelf.

Continued

C . PRICING:

We Suggesting the recommend consumer

prices to the end users.

We should indicate the recommend price in

a clear and visibly way on the shelf.

Parity or better than competitor at point of

purchase.

Continued

D. DISPLAY: DO not sell displays before having fixed the first

three fundamentals. A display should be massive and impressive. visibility and attraction as well as avoid out stocks. Place the display at the entrance or outside the

store.• ADVICE For MERCHANDISING::

Don’t go out of a store looking like when you got in.

• COMPETITIVE ACTIVITIES REPORTING.• Where, What, When, Who, and How (Execution).• Small recommendation / proposal.

Sales Call StepsPreparation

Shelf Check

Stock Shelf

Review

Presentation

Close

Recording

Merchandising

Call Analysis

P S F1.Summarize the situation

2.State The Idea3. Explain How it Works

4.Renforice Key Benefits5.Suggest an Easy Next

Step(Close(

Availability

Visibility

Price

F . I . F . O

Determine Buyer Interest

HandlingObjections

CommunicationSkills

HOWPERSUASIVE SELLING FORMAT (PSF)

1) SUMAMARIZE THE SITUATION:

Current conditions.

Buyers Needs

Limitations.

Opportunities for Benefits.

2) STATE THE IDEA.

3) EXPLAIN HOW IT WORK.

4) REINFORCE KEY BENEEFITS.

5) SUGGEST AN EASY NEXT STEP (CLOSE).

Feed Back How to Give it

Separate What You think, Observe and feel.Talk to the person, not about personBe precise and specific.Don’t criticize but describe.Don’t give to much feedback one time. Use pareto

rule – 20% of the most important information to improve performance by 80%.

Concentrate one your observation (what you see and hear) rather than you conclusions (your interpretation of what you see and hear).

How to Give Feedback (cont.)

Start with the positives, then show opportunities.

Concentrate on benefits for business not for

yourself.

Don’t advise, rather share ideas and information.

“Give a gift” , don’t force.

Choose proper place and time for giving feedback.

Feedback Problems

1. Lack of Clarity in Message.

2. Lack of Clarity of motivation / What.

3. Unwillingness to be critical for fear of hurting feelings.

4. Resistance & Defensiveness of other party- denials, excuses.

5. Failure of other party to relate feedback to own behavior.

COMMUNICATION SKILLS

OBTAIN VERIFY TRANSMIT

SIX RESPONSES:

Genera Leads

Restatement.

Pause.

Probing comfortable areas.

Probing Sensitive Area.

Interpretation.

HANDLING OBJECTIONS

Determine the Real Objection

Understand the

Objection

Verify Understanding the Objection

Handle the Objection