Close
Close
Close
Closing is the action on the part of the sales man to close the sales transaction. Features of successful closing :
Positive Attitude Effective presentation and Demonstration Hold the attention Allow questions Hit at the right time Let the prospect decide
Knowledge of customers
Gender Age Geographical area On the basis of characteristics shy, talkative , Suspicious, friendly , sarcastic , pompous , impatient , handicapped ,ill mannered , group shoppers On the basis of purpose ( industrial / consumption buyers)
Sales Organization
Classification
Function based Product Based Territory / Geography based Customer based
Function based
Chief Sales
Manager
Personnel Manager
Advertising Manager
Production Manager
Product Based
Marketing Manager
ASM : Product B
ASM : Product Y
ASM : Product A
ASM : Product B
ASM : Product X
Recruiting
Identify sources of sales recruits Evaluate the sources of recruits
Selecting
Develop tools and procedure for measuring applicants Select the sales people
Socialization
Socialization Assimilation
Why Recruitment ?
To replace the vacancy created To cope with the expansion programmes
Recruitment : Process
Job Analysis :
Determination of job traits : nature of duties and responsibilities Job description
Personal Analysis
probable chracteristics and qualities General qualities :personality , sound health , integrity , honesty etc . Particular qualities : educational qualification, past experiences etc . Technical knowledge : languages known , legal implications etc .
Appointment Letter
Sales Training
Training is the process of learning that is specifically directed to the acquiring and developing of specific attitudes ,skills and knowledge for carrying out of specific objectives and tasks
Behavioural learning
Role playing Case studies Simulation games
Online training
EPSS Interactive mutimedia Distance learning
Methods contd
On the Job training
Mentoring Job rotaion
Limitations
Involves Expenditure Interference with the routine work Attrition
Methods of Remuneration
Time spent on the job The volume /amount of sales made
Modes /Methods
Straight Salary method Straight Commission Method Salary and commission method Bonus /Profit Sharing/Other benefits Travelling/ Reimbursement