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Sales Management

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Sales Management

  1. 1. Presented by: Mohamed El-Hiti<br />Sales Management<br />
  2. 2. <ul><li>Define value-added selling and identify ways you can add value to the sales situation.
  3. 3. Identify specific value-added selling practices that you would like to use in customer relationships.
  4. 4. Use a three-step process for handling customer objections.</li></ul>Program Objectives (1 of 2)<br />
  5. 5. <ul><li>Analyze your products/services to determine what benefits they provide and how they meet customer needs.
  6. 6. Identify any obstacles to closing the sale and select strategies for over- coming them.
  7. 7. Follow guidelines for closing sales successfully.</li></ul>Program Objectives (2 of 2) <br />
  8. 8. <ul><li>When it does occur, why do you lose existing accounts to competitors?
  9. 9. What can you do to strengthen relationships with your existing accounts?
  10. 10. What factors or events might get in the way of achieving these goals?</li></ul>How and What Can You Do?<br />
  11. 11. <ul><li>Refer to your experience with other organizations to show customers that you understand their business and industry and are qualified to meet their needs.</li></ul>Value-Added Selling Techniques (1 of 6)<br />
  12. 12. <ul><li>Tell customers about a variety of products and services –those of competitors as well as of your own company – that may meet their needs. </li></ul>Value-Added Selling Techniques (2 of 6)<br />
  13. 13. <ul><li>Link the customer to any support people in your organization who can help, advise or add value to the customer's use of products and services.</li></ul>Value-Added Selling Techniques (3 of 6)<br />
  14. 14. Value-Added Selling Techniques (4 of 6)<br /><ul><li>Respond promptly to customer inquiries and stay in touch with a number of people in the customer’s organization, not just the top decision makers. </li></li></ul><li>Value-Added Selling Techniques (5 of 6)<br /><ul><li>Initiate discussions about innovative ways customers can solve problems or improve operations, and work with them to act on these potential improvements.</li></li></ul><li>Value-Added Selling Techniques (6of 6)<br /><ul><li>Show interest in customers’ future goals and operations in addition to helping them solve existing problems and meet current needs.</li></li></ul><li>Thank You<br />