Sales & Marketing Management

2. Qualifying & Serving Customer Needs Introduction In a previous section, The Art of Selling, we discussed: Being aware of ...

How to use this information As you move through the following material, think about the last sales interaction you had with a cu ...

Qualifying questions for prospects The following are typical questions that could be asked of a customer in a business-consume ...

Have they been shopping around and have they received other quotes? What features and benefits have they liked about the compet ...

How many locations do they have and how many people do they employ? How many management and/or professional people are employed ...

There are five key actions to take during the sales call: A face-to-face call is usually the result of weeks of research and pre ...

It is important to know how well the business you are interacting with and to know precisely the commitments they have made to t ...

Do your homework on the client with whom you are dealing. If you have to check out anything for a client: Set a definite time ...

Taking an order from your business customer's client Properly identify the purchaser if no purchase order is used. If in any dou ...

If the purchase is to be part of a project, it's a good idea to get an idea of the stage of the project, even if the information ...

Summary In Qualifying and Serving Customer Needs, we have discussed ways of using good questioning techniques during a sales cal ...

Celebrate!! ...

3. Telemarketing Introduction Telemarketing is an important part of many businesses. However, few companies train people to do i ...

Here is some key information that you need to know. Salesperson's company Its history Its policies Its objectives Its organizati ...

Appointment setting One of the major purposes of the telephone call (telemarketing) is to make an appointment. The appointment m ...

Here are four rules. Mention something about their business (current market conditions in that area). You will have that inform ...

There are a number of guidelines that you want to remember when telemarketing. You must: Begin by doing your homework Do your t ...

These examples give you an idea about how to: Û Establish rapport Û Build the ego of the recipient of the call Û Create interest ...

If the prospect asks more, about whom you represent or exactly what you want to talk about, remember the purpose of the call is ...

Celebrate!! ...