SALES PROFESSIONALIS

M

NAMES ROLL NO.

Onkar 21

Harish 22

Deepti 23

Rasika 24

Elaine 25

Chetan 26

Samiksha 27

Nishant 28

Cincy 29

Aniket 30

To provide those sales people with a basic understanding of the sales process and to demonstrate skills and techniques used during this process to ensure that there is a professional approach employed at all times.

Aim To Study Sales Professionalism

What is Professionalism A professional is a member of a vocation

founded upon specialized educational training

The word professional traditionally means a person who has obtained a degree in a professional field.

The term professional is used more generally to denote a white collar working person, or a person who performs commercially in a field typically reserved for hobbyists or amateurs.

Sales Professionalism is about Two Factors

Intentions:

-- Our intentions are to create value for our clients and customers

-- We have moved from vendor and adversary to trusted adviser and valued partners

Outcomes

-- Professionalism also means achieving the desired outcomes that we have sold to our clients.

-- On should Possess not only sales skills, but also the business skills that includes managing teams, leading complex change initiatives, solving problems, and managing our client’s outcomes.

Sales Professional’s skills

Commitment Charisma Work ethic Desire Attitude Creativity Resilience Flexibility

The Evolving Role Of The Sales Professional

The sales person as a professional is important to educate and inform customers about products and services

They act as a Diagnosticians.

They solve the queries of the customers whenever necessary.

They act as intermediaries between customers and a firm.

They are very Inquisitive, Analytic and Systematic in Understanding the problems.

SELLING IN THE 21ST CENTURY

Coordinated Team Efforts

Knowing the Customer

Technology for Greater Effectiveness.

CHARACTERISTICS OF A SALES PERSONALITY

PHYSICAL TRAITS

Health Breath Posture Voice Appearance

MENTAL TRAITS

AlertnessImagination & ResourcefulnessInitiativeEgo DriveObservation & MemoryListening Ability Self-confidenceCheerfulness

SOCIAL TRAITS

Ability To Meet The PublicEffective SpeechTactCourtesyGood MannersEmpathy

CHARACTER TRAITS

Honesty & Reliability Enthusiasm Industry Persistence

Types of salesmen

Manufacturer’s salesmanWholesaler’s salesmanRetail salesmanSpecialty salesmanIndustrial salesmanThe exporter’s salesman

THE SALES PROCESS

There no magic formula to make sales. However it is widely believed that if salesperson follows certain steps , the chances of success are greatly improved.

STEPS:

PROSPECTING

PREAPPROACH

APPROACH

PRESENTATION & DEMONSTRATION

MEETING OF OBJECTIONS

TRIAL CLOSE/CLOSING THE SALE

ProspectingPre-ApproachApproach

Presentation and Demonstration PromptnessClarity Showing the Proper Quantity and Quality

Meeting Objections Anticipating objection Preventing objection

8 KEYS TO SUCCESS OF A SALES PROFESSIONALISM

Selling is a skill You are the most important product Relationships, emotions & feelings are the key factors

in sales success Identify & develop your prospects A sales call is a performance Develop effective negotiation skills Objections are your friends Always be closing

CONCLUSION

In India less importance is given to a Profession like salesman. Selling as a career.

Companies must launch New Selling techniques.