Format: Paperback

Language: English

Format: PDF / Kindle / ePub

Size: 9.37 MB

Downloadable formats: PDF

Pages: 380

Publisher: Firstbooks.com (April 22, 2011)

ISBN: 1610070038

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A Methodist Church and Its Work: Training Courses for Leadership

Get certified from leading organizations like IIMC, W3C, edX, NIIT, DMI etc Option to pay in easy Installments. In recent years more sophisticated interpretation and application of the Seven-Step selling process requires the model to be expanded and interpreted with more subtlety and flexibility, as shown here: Generally, the larger the prospect organization, the more research you should do before any sales call at which you will be expected, or are likely, to present you company's products or services. ensure know your own product/service extremely well - especially features, advantages and benefits that will be relevant to the prospect you will be meeting discover what current supply arrangements exist or are likely to exist for the product/service in question, and assess what the present supplier's reaction is likely to be if their business is at threat understand what other competitors are able and likely to offer, and which ones are being considered if any identify as many of the prospect organization's decision-makers and influencers as you can, and assess as much as far as you can what their needs, motives and relationships are what are the prospect's organizational decision-making process and financial parameters (eg., budgets, year-end date) what are your prospect's strategic issues, aims, priorities and problems, or if you can't discover these pre-meeting, what are they generally for the market sector in which the prospect operates? prepare your presentation in the format in which you are to give it (e.g., MS Powerpoint slides for laptop or projected presentation) plus all materials, samples, hand-outs, brochures, etc., and always have spares - allow for more than the planned numbers as extra people often appear at the last minute - see the presentation section for more detailed guidance on designing formal sales presentations understand and make the most of cold calling: despite the tendency for some organizations to position cold calling as a lowly de-skilled canvassing or enquiry-generation activity, cold calling increasingly enables sales people to become more strategic and significant in the sales function introduce yourself - first and last name, what your job is and the company you represent, and what the your company does (ensure this is orientated to appeal to the prospect's strategic issues) set the scene - explain the purpose of your visit, again orientate around your prospect not yourself, eg "I'd like to learn about your situation and priorities in this area, and then if appropriate, to explain how we (your own company) approach these issues.

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