Sales Manual - Report #1 due March 5th
 
Sales 
Manual
- Report #1 
due

Sales Manual - Report #1  ~  worth 10%
- referring to the sales steps you learned in the text Selling Today, Manning, Reece, Mackenzie

Step 1,2 & 3

Step 1 Pre-call preparation (Chapters 5 & 6)

  • industry knowledge - write out key points about the industry
  • company knowledge - write out key points about the company
  • product/service knowledge - write out key points about the products - FAB
  • competition
  • target market
Steps 2 Prospecting (Chapter 8)
  • identify and discuss two international "prospecting" methods you would use to find your prospect
  • discuss how you would qualify your prospect
      • need
      • authority to buy
      • ability to pay

      •  
Step 3 Approach
  • establish rapport (check social/cultural considerations re: your country profile)
  • how are you going to get an appointment to make the presentation
  • in attention - benefit statement (page 215 text)
          • point out one clear benefit of purchasing the product/service
          • benefits are things that 
            • save time
            • save money
            • have better features therefore better to use