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MODULE ON
"SELLING SKILLS"

1) The Salesperson
Profile of the Salesperson
Importance of Salesperson’s personality
What personal characteristics do goods Salespeople possess?
Developing the Salespeople
2) PRODUCT KNOWLEDGE
Profile of a Salesperson who knows his goods
Applications
Selling to expert buyers
What should the Salespeople know?
Knowledge is for application
3) WHY PEOPLE BUY
No selling without buying
People are different
Instincts as motivations
Theories of motivation
Traditional approach
The problem-solving approach
The self-concept theory
4) THE ART OF PERSUASION
Principle of contingency benefits
Principles of suggestion
Logical reasoning
Need for rationalization
Avoid Generalizations
5) PROSPECTING
Profile of modern professional sales representative
Prospects, Leads, and Suspects
Qualifying prospects
Some common prospecting systems
Determination of prospecting systems
6) LEAD GENERATION THROUGH DIRECT MARKETING
Profile of a direct marketer
Need for cost – effective lead generation
The value of the leads generated
Effective lead generation
Direct – marketing media
7) PREAPPROACH – PLANNING THE SALE
Profile of a great planner
Objectives of the pre approach
Extent of the pre approach
Sources of information
“Sizing Up” The prospect
8) THE APPROACH
Objectives of the approach
Importance of the approach
Getting the interview
Methods for approaching prospects
Other essentials of a good approach
9) THE PRESENTATION: I
Objectives of the presentation
Building confidence
Other basic strategies of the presentation
The setting for the presentation
Developing the presentation
Situational selling
Situational strategies
10) THE PRESENTATION: II
Showmanship
Taking the pulse of the presentation
Handling competition
Figures of speech – Simile, Metaphor, and Analogy
Talking the language of the prospect
Demonstrate
Developing formal sales proposals
11) HANDLING OBJECTIONS: I
Attitude towards objections
Overall strategies for handling objections
Determining hidden objections
Basic methods of handling objections
12) HANDLING OBJECTIONS: II
Types of objections
Objections to specific buying decisions
13) THE CLOSE
Reasons for failure to close
Basic closing tactics
Closing methods
The departure after a successful sale
The departure when no sale is made
The follow-up
14) RETAIL SELLING
Profile of a retail Salesperson
What is wrong with retail selling?
The approach
Making the sale
Problems in retail selling
Completing the transaction
15) DIRECT CONSUMER SELLING
Rationale for direct selling
Scope of direct selling
Managerial problems
Selling problems
16) INDUSTRIAL SELLING
Equipment
Raw Materials
Components
Subassemblies
Services
Supplies
Characteristics of the industrial market
The purchasing agent
The specifier
The decision maker
The industrial selling process
17) ATTITUDES, PHILOSOPHIES, AND WORK HABITS
Importance of right attitudes
Characteristics of bad and good attitudes
Positive thinking
Work methods
18) TELEMARKETING
Profile of a Tele Marketing Sales representative
Business versus consumer telemarketing
Tele selling
Scripting
Ethical problems
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