1 INTRODUCTION TO SELLING

Welcome to our Selling to Shops guide. You can skip to subsequent pages using the links below or simply continue reading to start at the beginning.

1.INTRODUCTION TO SELLING

This article has been prepared as a "framework" for business to business Salesmanship. The article outlines the most important aspects of selling and gives examples of winning sales dialogues.

Sections 2, 3, 4, 5 & 7 provide ample scope for practical exercises to develop sales skills which could be taken further and made as relevant as possible to the salesman.

SELLING

1 INTRODUCTION TO SELLING
1.1 What do we mean by "Industrial Demand"
1.2 Nature of Industrial Demand
1.3 The Decision Makers
1.4 What are we Selling?
1.5 The Biggest Problem with Industrial Salesmen
2. USING THE TELEPHONE AS A SALES TOOL
2.1 Scope
2.2 Professional Use of the Telephone
2.3 Getting the Best out of your Phone Calls
2.4 Getting Past the Secretary
2.5 Start at the Top!
2.6 Cold Calling
3. RESPONDING TO ENQUIRIES
4. MAKING QUOTATIONS MORE EFFECTIVE
4.1 Typical Quotations
4.2 Getting Your Quotation to the Top of the Pile
4.3 Preliminary Correspondence
5. FACE TO FACE SELLING
5.1 Steps of the Sale
5.2 The Sales Approach
5.3 Empathy
5.4 Handling Objections
6. SURVEYS
7. CLOSING THE SALE
7.1 Answering Questions
7.2 Incremental Commitment
7.3 Getting Incremental Commitment
7.4 Dealing with "Delaying" Tactics
7.5 If the "Summary" Doesn't Work
7.6 The Most Powerful Question in Selling
7.7 It's a Board Decision