Managerial Skills
Date – 22/08/09
Submitted by
Neha Rai FT-2K8-32
Neha Shrivastava FT-2K8-33
Tanuja Kemkar FT-2K8-54
Tosh Keshri FT-2K8-55
Index
Continue
Salesperson Buyer
Process until
Provides Responses
Purchase
Stimuli Sought
Decision
Mental States Selling
(AIDA Approach)
Advantage:- The salesperson describes how the feature can help or give
advantage to the prospect.
Problem Solving Selling
Continue
Generate Evaluate Selling
Define
Alternative Alternative until
Problem
Solutions Solutions Purchase
Decision
Consultative Selling
Business Consultant
Pre Approach
Approach
Overcoming Objections
Closing
Follow Up
Prospecting & Qualifying
Hot Prospects
Warm Prospects
Cool Prospects
Preapproach
Information Gathering
Planning the Sales Call
Approach
Meet the buyer for the first time
Appearance
Attitude
Opening Line
Presentation & Demonstration
Psychological Objections
Logical Objections
Closing the Sale
Buying Signals
Examines the product