Overview

Learning Instructions

Assigned Reading & Writing

Evaluation

Art And Profession

What do you want in life

Are you a sales professional

Sales Career Fitness Test

Description of Sales Career Fitness Test

Professionalism

Salesmanship

Selling Triangle

Selling As A profession

sales person’s power differential

Sales Person’s sins

Sales person’s personal attributes

Sales Person’s negative Signs

Sales person Types

Salesman’s Responsibility

Basic Selling Tools

Four Focus Selling Approach

Why Selling Sequence

Steps of Selling Sequence

Step 1 Preparation

Step 2 The Approach

Step 3 Benefits of Need Identification

Step 3 Advantages of Need Identification

Step 4 Presentation

Step 4 Presentation Handling Objections

Step 5 The Close

Step 5 Types Of Close

Step 6 Merchandising

Step 7 Sampling

Step 8 Administration

Step 9 Evaluation

Sales Force Motivator

Sales Person’s Role Profile

The Bottom Line