• 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

4.2 Getting Your Quotation to the Top of the Pile

1. State the Objectives that the client wishes to achieve by having the product or service.
2. Outline briefly your recommendations, summarising how these recommendations will fulfil the client's objectives.
3. Elaborate with a list of additional benefits that the client might gain.
4. Explain, with facts and figures etc., how the client can justify the purchase of your product or service. Make prices inclusive of delivery, installation, commissioning etc.
5. State the Guarantee, after - sales service and details of training, advice etc. that you will offer.
6. Give a list of current satisfied users, and make sure they will be willing to give a good reference.
7. Write in plain, modern English.