1)        The Salesperson

            Profile of the Salesperson

            Importance of Salesperson’s personality

            What personal characteristics do goods Salespeople possess?

            Developing the Salespeople

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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

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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

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4)        THE ART OF PERSUASION

            Principle of contingency benefits

            Principles of suggestion

            Logical reasoning

            Need for rationalization

            Avoid Generalizations

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5)        PROSPECTING

            Profile of modern professional sales representative

            Prospects, Leads, and Suspects

            Qualifying prospects

            Some common prospecting systems

            Determination of prospecting systems

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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

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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

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8)         THE APPROACH

            Objectives of the approach

            Importance of the approach

            Getting the interview

            Methods for approaching prospects

            Other essentials of a good approach

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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

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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

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11)      HANDLING OBJECTIONS: I

            Attitude towards objections

            Overall strategies for handling objections

            Determining hidden objections

            Basic methods of handling objections

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12)      HANDLING OBJECTIONS: II

            Types of objections

            Objections to specific buying decisions

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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

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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

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15)      DIRECT CONSUMER SELLING

            Rationale for direct selling

            Scope of direct selling

            Managerial problems

            Selling problems

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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

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17)      ATTITUDES, PHILOSOPHIES, AND WORK HABITS

            Importance of right attitudes

            Characteristics of bad and good attitudes

            Positive thinking

            Work methods

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18)      TELEMARKETING

            Profile of a Tele Marketing Sales representative

            Business versus consumer telemarketing

            Tele selling

            Scripting

            Ethical problems

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