- 96 pages
- English
- ePUB (mobile friendly)
- Available on iOS & Android
eBook - ePub
Pocket Guide to Selling Services and Products
About this book
First published in 1995. This pocket guide is a cartoon book with a serious message -it explores the world of commercial transactions: selling products and services. It will take the salesperson through the course of the sales process in an informative and entertaining way. Selling Services and Products begins by establishing an understanding of customers' needs and moves through getting an appointment to meet them, to the moment when the sale is closed. It examines the differences between selling services and products and consolidates that information by an exercise at the end of each chapter. Everybody constantly makes transactions of one kind or another, so the selling process embodies a fundamental human activity -the need to persuade somebody about something, so that both parties benefit. This book will profit not only sales executives, but everyone. This unique pocket guide is a must for sales and marketing managers and students.
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Please note we cannot support devices running on iOS 13 and Android 7 or earlier. Learn more about using the app.
Yes, you can access Pocket Guide to Selling Services and Products by Peter Morris,Malcolm McDonald in PDF and/or ePUB format, as well as other popular books in Negocios y empresa & Negocios en general. We have over one million books available in our catalogue for you to explore.
Information
Problems
associated with selling Products and Services
Exercise 1
Identifying the Decision-Making Unit
An important reason for identifying the DMU for your product or service is to improve your sales efficiency. There is little point in spending your selling time with people who are not part of the DMU. You can even take the concept further by identifying the key individuals in the DMU and devoting most of your time and effort to them.
The wodcsheet on the next page is a Customer Analysis Form for a typical large customer. It allows you to identify the members of the DMU and what information each member might require.
How to Use the Customer Analysis Form
The form includes a list of possible members of a company's decision-making unit. Enter the name and title of each relevant member in one of the blank boxes along the top of the form. (If necessary change the names of the departments.) The form also contains a list of typical decision-forming factors which might be considered by different managers at various stages of the selling process. Other factors relevant to your product or service can be add...
Table of contents
- Cover
- Original Title
- Title
- Copyright
- Contents
- Introduction
- Chapter 1 — Problems Associated with Selling
- Chapter 2 — Reaching the Customer
- Chapter 3 — The Interview
- Chapter 4 — Benefit Selling
- Chapter 5 — Objections
- Chapter 6 — Closing the Sale