Escolar Documentos
Profissional Documentos
Cultura Documentos
Introduction of Instructors
Instructors CV
Electronic/Communication Engineer 1983 Cairo University M. Sc. of Computer Science 1988, Illinois Institute of Tech. U.S.A. M. BA in International Business 2000, ESLSCA Paris, France. ICL Corporation Egypt 1983-1987 IBM since 1988 - Sales Engineer 5 years - Sales Manager 5 years - Channels Sales Manager 4 years - Systems Sales Manager 3 years - CCO of IBM Egypt 3 years
Instructors CV cntd.
Electronic/Communication Engineer 1994 IBM since 1994 - System Sales Engineer 2 years - Network Sales Engineer 3 years - Senior Sales Engineer 4 years - IT Sales Director IBM Partner in Algeria 2 years - Competitive Sales Manager IBM Dubai 1 years - Sales Manager of IBM Egypt 2 years
Course Objectives
Learning conceptual skills
Example: planning, setting strategies
Housekeeping
Available material
Please be on time
20% Reports and active participation in class. 20% Mid-term Exam. 20% Final Assignment. 40% Final exam
Course Outline
Course Outline
ctd.
Course Outline
ctd.
Course Outline
ctd.
Salesperson Differences
Traditional Salesperson
Guided by self-interests
Professional Salesperson
Takes care of customers
Exhibit 1.3
Direct Selling
Face to face sales to consumers, typically in their homes, who use the products for their nonbusiness personal use
Exhibit 1.6
The complexity and difficulty of these seven sales
job categories increase as they move left to right.
Diversity of salespeople and customers Customer partnerships Ethical and professional behavior E-selling
Rewards
Non-financial
Intrinsic reward of knowing youve skillfully delivered a
sales presentation Quick path to managing large amounts of responsibility Quick path to managing others
Financial
Higher average salary than that of other workers at the
same level within the organization Based upon performance, not tenure
Exhibit 1.8: Success in SellingWhat Does it Take? Love of Selling Is At Heart of Helping Others (Ssuccess)
Exhibit 1.11: Personal Characteristics Needed to Sell for Building Long-term Relationships
Relationship Selling
Non-adversarial Non-manipulative Consultative Partnering Problem-solving Goal: long-term relationship
Service
Gain Commitment
ThankYou
Exhibit 1-19: Ten Important Steps in the Customer Relationship Selling Process
1. Prospecting. Locating and qualifying prospects. 2. Preapproach. Obtaining interview. Planning: determining sales call objective, developing customer profile, customer benefit program, and sales presentation strategies. 3. Approach. Meeting prospect and beginning customized sales presentation. 4. Presentation. Further uncovering needs; relating product benefits to needs using demonstration, dramatization, visuals, and proof statements. 5. Trial close. Asking prospects opinions during and after presentation. 6. Objections. Uncovering objections. 7. Meet objections. Satisfactorily answering objections. 8. Trial close. Asking prospects opinion after overcoming each objection and immediately before the close. 9. Close. Bringing prospect to the logical conclusion to buy. 10. Follow-up and service. Serving customer after the sale.