Table of Contents |
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PRODUCT/SERVICE INFORMATION | 4 |
PRODUCT OR SERVICE DESCRIPTION | 4 |
COMPANY DESCRIPTION | 4 |
PERSONAL SELLING PHILOSOPHY | 5 |
MY PERSONAL SELLING PHILOSOPHY | 5 |
Market Setting: | 5 |
Personal Selling: | 5 |
5 | |
RELATIONSHIP STRATEGY | 6 |
MY RELATIONSHIP STRATEGY: | 6 |
Typical | 6 |
Attitude of Salesperson: | 6 |
Appearance: | 6 |
Relationship Strengthening Methods: | 6 |
Own Communication style: | 7 |
PRODUCT AND FEATURE BENEFITS | 8 |
BRIEF COMPANY DESCRIPTION: | 8 |
PRODUCT OR CREATED PRODUCT SOLUTION: | 8 |
TECHNICAL EXPERTISE NEEDED: | 8 |
LIFE CYCLE: | 8 |
PRICING: | 8 |
FEATURE | 8 |
CORRESPONDING BENEFIT | 8 |
CUSTOMER STRATEGY | 10 |
TYPICAL BUYING MOTIVES OF PROSPECT: | 10 |
QUESTIONS SUCH AS THE FOLLOWING WOULD HAVE TO BE ASKED BY THE SALESPERSON TO ENSURE A |
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RELIABLE SALE | 10 |
THE TYPICAL PROSPECT AS AN INDIVIDUAL (AND AS A COMPANY REPRESENTATIVE, IF APPROPRIATE): | 10 |
TOOLS FOR MANAGING AND TRACKING PROGRESS WITH CUSTOMER RELATIONSHIPS AND PROSPECTS (CRM, | |
ACT!, ETC.): | 10 |
LIST OF PROSPECTS & | 11 |
POTENTIAL SALES VOLUME | 11 |
BUSINESS CONTACT | 12 |
PRESENTATION OBJECTIVES: | 12 |
TYPICAL SALES CYCLE: | 12 |
SOCIAL CONTACT METHODS: | 12 |
BUSINESS CONTACT METHODS: | 12 |
METHOD OF APPROACH | 12 |
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