m
 


m
  


  

m



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 u

 
   individual salesperson sells a
product, service or solution to a client. It helps to increase
the sales volume of the company.

 I  

 m
 
 Jstimulus ,attitude, perception,
motivation& personality of buyer)

  
 
.

  Jroutine decision ,limited decision, extensive

decision)

 x

  Jtwo way communication between

sales person & buyer)

 

 eJcompany knowledge, product knowledge,

competitors knowledge, pricing policies)
It is necessary for a sales person to understand customer needs before
considering the method of sales presentation.

 ½
x

 x½x
 xx

G ituational questions
G Problem identification questions
G Problem impact questions
G olution value question
G Confirmation questions
 ales people must know various methods used for making a sales
presentation effective.

G 




J it is a short term presentation)

G Π

J ID )

G

  

J feature, advantages, benefits)

G 

 

 Jaccount executive, technical engineer
,logistics executive, finance executive)

G u


Jconsultative sales people or team help
customers not only in solving their problems, or meeting the needs but also
achieve the strategic goal of the customers).It is a long term presentation
G m Jpre plan , setting objecting)
G ½
 


 Jsoftware package,multi-media
presentation)
G 

Jvisual picture in the customer·s mind)
G

Javoid telling everything)
G m 
 
Junderstood by customer)
G u  Jwith the help of 3rd party i.e. existing customer)
Demonstration is one of the important selling tools of salesperson.
Demonstration prove the benefits of the product & reduce
the risk of a wrong purchase of the buyer.

G m    

Ñ Œeatures, dvantages ,Benefits approach.

Ñ ctual working of the product.
 mbjection should be welcomed by the
salesperson.

G Psychological objectionJpredetermined
ideas & beliefs)
G Logical objectionJhigh price, product
quality,product availability)