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