Samarqand has been a household favorite in every Pakistani home since the beginning of time - especially during the summers. Whether you come home after a tiring day of school or work or you come home sweating after a long match, a cold glass of Shezan Samarqand is all you need! Feel free to contact: Zulqarnayn Shehzad Awan Marketing Graduate | Social Media Activist +92-332-5082157 zulqarnayn786@gmail.com

3. Presented to:
• Sir Ghulam Ahmad Rana

4. Presented by:
• Zulqarnayn Shehzad 1285
• Syed Shahtaj Ahmad 1299
• Aamir Shehzad 1304
• Harib Muzaffar 1265
• Saad munir 1305

5. Developing a
Relationship Strategy

6. Relationship between salesperson
and customer
1. Friendly
2. Trust

7. salesperson’s attitude
1. Positive
2. Professional
3. Determined

8. salesperson’s appearance
1. Company Uniform

9. Methods used to strengthen a
long-term relationship
1. Encourage Honest Feedback
2. Listen More Than You Talk
3. Give More Than You Receive
4. Be Proactive
5. Be Real, Honest
6. Make It Personal

10. Communication style
1. Assertive

11. Developing a Personal Selling
Philosophy

12. Marketing setting.
1. Wholesale
2. Bakeries and Confectionaries

13. Personal selling in this setting
1. They offer coupons on certain products at
certain time periods to give members an
additional savings.
2. Shezan also samples each and every day.
With sampling, it increases the sales by a
higher percentage.

14. Salesperson’s training
1. Determine the exact rate of return
2. Describe your product or service
3. Think in terms of the direct as well as the
indirect financial benefits
4. Identify the prospects
5. Focus more of your selling energies

15. Developing a Product Strategy

16. Description of company
 The founders of Shezan initially came with a
vision of launching a company – a food brand
that they could nurture and bring up as their
own baby.
 Shezan introduced a few products, but, like
every amateur company, they weren’t
entirely successful.
 And finally after various attempts, Shezan got
its first big breakthrough.

17. Shezan’s vision is to promote Pakistan as an
agricultural country in the world market
through Shezan and let the world know that
our fruits and vegetables have a naturally
good flavor.
 Shezan’s mission is to provide the
highest quality fruit and vegetable
related juices and products to retail and
food services customers.

18. Description of product
Samarqand has been a household favorite
in every Pakistani home since the beginning
of time - especially during the summers.
Whether you come home after a tiring day
of school or work or you come home
sweating after a long match, a cold glass of
Shezan Samarqand is all you need!

19. Technical expertise needed by
salesperson.
Shezan's Syrups are available in a variety of
flavors including Pomegranate, Sandal,
Lime, Cordial, Rose Syrup, and Samarkand.
Shezan Syrup concentrates can be mixed
with water to provide flavorsome
refreshments.

20. Is this a new and emerging or mature
and well-established product?
Well-Established Product

21. Will you use a price or value-added
product strategy?
Value-added Strategy

22. Developing a Customer Strategy

23. Buying motives of prospect
Profit or Gain
Fear of Loss:
Comfort and Pleasure
Avoidance of Pain
Love and Affection
Pride and Prestige

24. Developing a Presentation Strategy

25. Preparing for the sales presentation.
1. List presentation objectives.
Setting Out the Aim
Marketplace Overview
Presenting the Information
Keep Your Customer
Persuade To Outsource
Take Concrete Action

26. 2. Describe a typical sales cycle
Prospect for Leads
Set An Appointment
Qualify the Prospect
Make Your Presentation
Address the Prospect’s Objections
Close the Sale

27. Presentation strategies
Group vs Individual
A Sales Individual Presents to a
Group of Individual and Ty to
Satisfy their Needs and Wants.

28. 3. Describe ways to achieve a good social
contact.
Paid product placement,
E-mail marketing,
In-game advertisements,
Mobile advertising outside of texting,
Paid interactive television gaming,
Mobile advertising and content tied to broadcast
television,

29. Methods to achieve good business
contact.
Social Media
Post Jobs Online
Team Up
Market Outside Your comfort Zone
Spend five to 10 minutes talking to and listening
to each person.
Write notes on the backs of people's cards.

30. Customer Need Discovery
List questions that will determine the
prospect’s needs.
The right questions at the right time in
the sales process can help you uncover
the insights you need to understand
what’s important and the direction a
customer is taking.

31. What are goals for your product or service?
How do you plan to achieve your goals?
Can you spot ways that your product/service
would make a positive contribution?
What challenges do you face?
What is your timeframe for the delivery of their
goals? Can you meet it?
What concerns do you have?

32. Match Customer buying motives
with features and benefits of the
product
Profit or Gain: Save money; make money;
economy; more profit; more sales
Fear of Loss: Reduce costs; prevent loss;
guarantee; safety; save time

33. Comfort and Pleasure: Enjoyment;
good health; comfort; good food and
drink; good housing; beauty
Love and Affection: Family; social
approval; admiration; security of loved
ones; loyalty; friendship; better public
relations
Pride and Prestige: Social acceptance;
desire to possess; style; fashion; high
quality; learning;

34. Summary of need-satisfaction
presentation strategy.
1. Identification
 Before the presentation, discuss the customer's situation with
them, seeking to identify the need that they have that can be
addressed with your product.

35. 2. Stimulation
Prod the customer into realizing that they have this
need.
Show how they are having problems.
Get them to think about what will happen if the
problem goes unresolved.
Make them dissatisfied with this situation.
Get them to think about how much better things could
be than they are now.
You know you have them hooked when they start
asking for answers to the problem they now realize
they have.

36. 3. Closure
Move to closure using an aligned benefits
demonstration:
Show how the product will meet the need.
Show how it will resolve problems.
Show the additional benefits that will be gained from
having the product.
If you have stimulated them well, they will bite your
hand off to get to your product.

37. 4. Example
A salesperson visits a major Departmental Store.
In conversation, it emerges that the store has not
changed its market segments for some time,
mostly because they do not know any better.
In the presentation, the salesperson shows data
on a competing store which has used micro
segmentation to eat away at this store's customer
base. When the customer starts getting worried,
the salesperson talks about the need for fine
details and rapid analysis. When they then start
asking about how this can be achieved, the
salesperson introduces his product being sold.

38. Creating the sales presentation
1. List features/benefits you will discuss and
demonstrate.
Challenges companies like your prospect face
Why the typical ways of solving these challenges
fail
Implications and costs of not solving the
challenges
The right way to overcome the challenges
Very quick overview of how your company helps
customers solve these challenges

39. 2. List selling tools you will use.
Sales Presentations
Digital Marketing

40. Negotiating sales resistance
1. Anticipated sales resistance
Religious Objection
Competitors who are selling from long time
2. How will you overcome sales resistance?
Good Judgment
Patience
Persistence
Stamina
Involvement

41. Closing the sale
• Consider closing clues to be alert to.
1. Verbal
questions or statements of interest
- agreement with
a) the value of a benefit you’ve described
b) your answer to an objection
requirements or conditions to be met

42. 2. Nonverbal
- body movements
- facial expression
- tone of voice
- silence

43. List closing methods you plan to use.
Focus on dominant buying motives.
Negotiate the tough points before attempting the
close.
Longer selling cycles require more patience.
Avoid surprises at the close.
Do not isolate prospect during the sale.
Display a high degree of self-confidence at the
close.
Ask for the order more than once.

44. Servicing the sale.
• List additional items you will suggest to the
customer.
Jams
Sauces
All Pure (Juices)
Cold Drinks

45. What type of post-sale courtesy
contacts will you make?
Thank you Note
Thank you Email