Presented to:

• Sir Ghulam Ahmad Rana

Presented by:

• Zulqarnayn Shehzad 1285• Syed Shahtaj Ahmad 1299• Aamir Shehzad 1304• Harib Muzaffar 1265• Saad munir 1305

Developing a Relationship Strategy

Relationship between salesperson and customer

1. Friendly2. Trust

salesperson’s attitude

1. Positive2. Professional3. Determined

salesperson’s appearance

1. Company Uniform

Methods used to strengthen a long-term relationship

1. Encourage Honest Feedback2. Listen More Than You Talk3. Give More Than You Receive4. Be Proactive5. Be Real, Honest6. Make It Personal

Communication style

1. Assertive

Developing a Personal Selling Philosophy

Marketing setting.

1. Wholesale

2. Bakeries and Confectionaries

Personal selling in this setting

1. They offer coupons on certain products at certain time periods to give members an additional savings.

2. Shezan also samples each and every day. With sampling, it increases the sales by a higher percentage.

Salesperson’s training

1. Determine the exact rate of return2. Describe your product or service 3. Think in terms of the direct as well as the

indirect financial benefits4. Identify the prospects 5. Focus more of your selling energies

Developing a Product Strategy

Description of company

The founders of Shezan initially came with a vision of launching a company – a food brand that they could nurture and bring up as their own baby.

Shezan introduced a few products, but, like every amateur company, they weren’t entirely successful.

And finally after various attempts, Shezan got its first big breakthrough.

Shezan’s vision is to promote Pakistan as an agricultural country in the world market through Shezan and let the world know that our fruits and vegetables have a naturally good flavor.

Shezan’s mission is to provide the highest quality fruit and vegetable related juices and products to retail and food services customers.

Description of product

Samarqand has been a household favorite in every Pakistani home since the beginning of time - especially during the summers.

Whether you come home after a tiring day of school or work or you come home sweating after a long match, a cold glass of Shezan Samarqand is all you need!

Technical expertise needed by salesperson.

Shezan's Syrups are available in a variety of flavors including Pomegranate, Sandal, Lime, Cordial, Rose Syrup, and Samarkand.

Shezan Syrup concentrates can be mixed with water to provide flavorsome refreshments.

Is this a new and emerging or mature and well-established product?

Well-Established Product

Will you use a price or value-added product strategy?

Value-added Strategy

Developing a Customer Strategy

Buying motives of prospect

Profit or GainFear of Loss:Comfort and PleasureAvoidance of PainLove and AffectionPride and Prestige

Developing a Presentation Strategy

Preparing for the sales presentation.

1. List presentation objectives.Setting Out the AimMarketplace OverviewPresenting the InformationKeep Your CustomerPersuade To OutsourceTake Concrete Action

2. Describe a typical sales cycleProspect for LeadsSet An AppointmentQualify the ProspectMake Your PresentationAddress the Prospect’s ObjectionsClose the Sale

Presentation strategies

Group vs IndividualA Sales Individual Presents to a

Group of Individual and Ty to Satisfy their Needs and Wants.

3. Describe ways to achieve a good social contact.

Paid product placement,E-mail marketing,In-game advertisements,Mobile advertising outside of texting,Paid interactive television gaming,Mobile advertising and content tied to broadcast

television,

Methods to achieve good business contact.

Social MediaPost Jobs OnlineTeam UpMarket Outside Your comfort ZoneSpend five to 10 minutes talking to and listening to

each person.Write notes on the backs of people's cards.

Customer Need Discovery

List questions that will determine the prospect’s needs.

The right questions at the right time in the sales process can help you uncover the insights you need to understand what’s important and the direction a customer is taking.

What are goals for your product or service?How do you plan to achieve your goals? Can you spot ways that your product/service

would make a positive contribution?What challenges do you face?What is your timeframe for the delivery of their

goals? Can you meet it?What concerns do you have?

Match Customer buying motives with features and benefits of the

productProfit or Gain: Save money; make money;

economy; more profit; more sales

Fear of Loss: Reduce costs; prevent loss; guarantee; safety; save time

Comfort and Pleasure: Enjoyment; good health; comfort; good food and drink; good housing; beauty

Love and Affection: Family; social approval; admiration; security of loved ones; loyalty; friendship; better public relations

Pride and Prestige: Social acceptance; desire to possess; style; fashion; high quality; learning;

Summary of need-satisfaction presentation strategy.

1. Identification

Before the presentation, discuss the customer's situation with them, seeking to identify the need that they have that can be addressed with your product.

2. StimulationProd the customer into realizing that they have this

need.Show how they are having problems.Get them to think about what will happen if the

problem goes unresolved.Make them dissatisfied with this situation.Get them to think about how much better things could

be than they are now.You know you have them hooked when they start

asking for answers to the problem they now realize they have.

3. ClosureMove to closure using an aligned benefits

demonstration:Show how the product will meet the need.Show how it will resolve problems.Show the additional benefits that will be gained from

having the product.If you have stimulated them well, they will bite your

hand off to get to your product.

4. ExampleA salesperson visits a major Departmental Store.

In conversation, it emerges that the store has not changed its market segments for some time, mostly because they do not know any better.

In the presentation, the salesperson shows data on a competing store which has used micro segmentation to eat away at this store's customer base. When the customer starts getting worried, the salesperson talks about the need for fine details and rapid analysis. When they then start asking about how this can be achieved, the salesperson introduces his product being sold.

Creating the sales presentation

1. List features/benefits you will discuss and demonstrate.Challenges companies like your prospect faceWhy the typical ways of solving these challenges failImplications and costs of not solving the challengesThe right way to overcome the challengesVery quick overview of how your company helps

customers solve these challenges

2. List selling tools you will use.

Sales PresentationsDigital Marketing

Negotiating sales resistance

1. Anticipated sales resistanceReligious ObjectionCompetitors who are selling from long time

2. How will you overcome sales resistance? Good JudgmentPatiencePersistenceStamina Involvement

Closing the sale

• Consider closing clues to be alert to.1. Verbal

questions or statements of interest - agreement with a) the value of a benefit you’ve described b) your answer to an objection

requirements or conditions to be met

2. Nonverbal - body movements

- facial expression - tone of voice - silence

List closing methods you plan to use.

Focus on dominant buying motives.Negotiate the tough points before attempting the

close.Longer selling cycles require more patience.Avoid surprises at the close.Do not isolate prospect during the sale.Display a high degree of self-confidence at the

close.Ask for the order more than once.

Servicing the sale.

• List additional items you will suggest to the customer.

JamsSauces All Pure (Juices)Cold Drinks

What type of post-sale courtesy contacts will you make?

Thank you NoteThank you Email