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    412 33 Powerpoint-Slides Chapter-2

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    Kartik Kaushik

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    412 33 Powerpoint-Slides Chapter-2

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    Kartik Kaushik
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    130 views24 pages

    412 33 Powerpoint-Slides Chapter-2

    Uploaded by

    Kartik Kaushik

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    of 24

    Sales and Distribution

    Management 2e

    Tapan K. Panda
    Sunil Sahadev

    Oxford University Press 2012. All rights reserved.


    Chapter 2

    Selling Skills and Strategies

    Oxford University Press 2012. All rights reserved.


    Learning Objectives
    Understand the different buying and selling styles
    Understand and internalize the selling skills
    Comprehend the process of building effective communication
    skills
    Know how to improve listening skills
    Understand conflict management and resolution skills
    Know how to bargain and win in sales
    Understand the negotiation and bargaining skills
    Understand the problem solving skills

    Oxford University Press 2012. All rights reserved.


    Selling and buying styles

    Oxford University Press 2012. All rights reserved.


    Selling situations
    Sales task and function
    The forms of selling include maintenance vs developmental
    selling, contacts, technical expertise, and important personal
    characteristics.

    Maintenance selling
    Involves the act of servicing the existing accounts, securing
    promotional cooperation, counting inventory and taking
    replenishment orders, and delivering the products.

    Oxford University Press 2012. All rights reserved.


    Selling situations
    Developmental selling
    Salespeople engaged in developmental selling are called
    business development sales executives as they try to contact
    the potential customers and build business for the firm the
    real salespeople.

    Oxford University Press 2012. All rights reserved.


    Selling skills
    Problem-solving
    Communication
    skills
    skills

    Selling
    Skills
    Negotiation Listening
    skills skills

    Conflict management
    and resolution skills

    Oxford University Press 2012. All rights reserved.


    Communication process

    Oxford University Press 2012. All rights reserved.


    Communication process
    Managing body language:
    Personal Appearance
    Posture
    Gestures
    Facial Expressions
    Eye Contact
    Space Distancing

    Oxford University Press 2012. All rights reserved.


    Process of listening
    Attendance

    Interpretation

    Remembrance

    Evaluations

    Response Action

    Oxford University Press 2012. All rights reserved.


    Levels of listening
    Feedback

    Paraphrasing

    Clarifications

    Emphatic listening

    Active Listening

    Barriers to Listening!

    Oxford University Press 2012. All rights reserved.


    Conflict management skills
    Models of conflict
    Components of conflict
    The conflict resolution process:
    lumping
    avoidance
    coercion
    meditation
    conciliation
    arbitration
    adjudication
    negotiation

    Oxford University Press 2012. All rights reserved.


    Conflict management skills

    Oxford University Press 2012. All rights reserved.


    Negotiation skills
    Situation and timing for negotiations

    Formulation for a bargaining strategy

    The theory and strategy of principle negotiations

    separate the people from the problem


    focus on interests, not on positions
    invent options for mutual gains
    insist on objective criteria

    Oxford University Press 2012. All rights reserved.


    Negotiation process
    Bargaining tactics

    The best tactic is to know ones BATNA

    Questions to ask oneself before making an offer:


    Should I give the first offer?
    Should I start with a high offer?
    Should my preparation lead to a strategy?
    Should I sketch an agreement from the beginning?
    Should I construct a framework for agreement?
    Should I move towards the commitment gradually?

    Oxford University Press 2012. All rights reserved.


    Negotiation Strategies
    Let the other party have it in your own way

    Step to their side

    Reframing rather than rejection

    Let them take ownership

    Educating them to senses

    Oxford University Press 2012. All rights reserved.


    Negotiation Tactics
    Acting crazy Deadline
    Auctioning Sticks and stones
    The good guy-bad guy routine Stall for time
    Big pot Take it or leave it
    Budget bogey Veiled threat
    Get a prestigious ally Play the Devils advocate
    Escalations Trial balloon
    The well is dry Surprises
    Limited authority Whats the rock bottom price
    Whipsaw/auction Adversarial negotiating tactics
    Divide and conquer
    Reunion

    Oxford University Press 2012. All rights reserved.


    Problem solving skills
    Habit 1: be proactive
    Habit 2: begin with an end in mind
    Habit 3: put first things first
    Habit 4: think winwin
    Habit 5: seek first to understand, then to be understood
    Habit 6: synergize
    Habit 7: renewal

    Oxford University Press 2012. All rights reserved.


    Problem solving process
    Define the problem

    Generate alternative solutions

    Decide the solution

    Implement the solution

    Evaluate the solution

    Oxford University Press 2012. All rights reserved.


    Problem definition techniques

    4. Dunkers
    diagram
    3. Present
    5. Statement desired
    and state
    restatement analysis

    Problem
    definition
    techniques 2. Explore
    6. Evaluate the
    problem problem
    statement

    1. Find out
    origin of the
    problem

    Oxford University Press 2012. All rights reserved.


    Dunkers diagram

    Oxford University Press 2012. All rights reserved.


    Generate Solutions: Statement restatement
    technique

    Oxford University Press 2012. All rights reserved.


    Components of a decision on the future
    course of action
    Situation analysis
    (where are we now?)

    Potential problem analysis


    Problem analysis Past Decision analysis Present
    Future
    (what is the fault?) (How to correct the fault?) (How to prevent future faults?)

    Oxford University Press 2012. All rights reserved.


    Solution implementation process

    Oxford University Press 2012. All rights reserved.

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