WORKBOOK - Online Academy · 2 Woroo Selling Intermediate: Sales Prospecting | onlineacademy.co.za...
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WORKBOOK Empower and invest in yourself SELLING INTERMEDIATE: SALES PROSPECTING
Transcript of WORKBOOK - Online Academy · 2 Woroo Selling Intermediate: Sales Prospecting | onlineacademy.co.za...
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Empower and invest in yourself
SELL
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2 Workbook | Selling Intermediate: Sales Prospecting | onlineacademy.co.za
LEARNING ACTIVITY 01
INDIVIDUAL WORKThe selling process consists of five steps.
Write down the number to each step.
Number of Step
The pre-approach to the sale
The trial close and handling of objections
Prospecting
The sales close and follow-up
The approach to the sale and the sales presentation
Workbook | Selling Intermediate: Sales Prospecting | onlineacademy.co.za 3
LEARNING ACTIVITY 02
GROUP WORK: REFLECTIONOne qualifying technique is to use the acronym NEADS.
Work on your own or in groups to answer the following.
What do the letters in NEADS stand for?
N
E
A
D
S
4 Workbook | Selling Intermediate: Sales Prospecting | onlineacademy.co.za
LEARNING ACTIVITY 03
GROUP WORKCompanies generate leads in several ways.
Complete the sentences by writing the words in their correct spaces.
1. By obtaining information from _______________ clients.
2. By obtaining information through examining _______________ sources such as newspapers.
3. By cultivating _______________ sources such as dealers, suppliers, etc.
4. By obtaining names from _______________ and associations.
5. From the telephone, mail, emails and the _______________.
6. By establishing a _______________ at a trade show or exhibition.
data | internet | referral | stall | existing | organisations
Workbook | Selling Intermediate: Sales Prospecting | onlineacademy.co.za 5
LEARNING ACTIVITY 04
INDIVIDUAL WORKExperienced salespeople know how important it is to have sufficient and correct information about a prospect.
Indicate the correct answers by ticking the appropriate boxes.
What the prospect’s needs are OR What the prospect’s budget is
What kind of product they will be dealing with OR What kind of person they will be
dealing with
Whether the demonstration will merely represent the product OR Whether the prospect will merely
represent others
What is the best time to call the prospect OR What is the best time to do the
presentation
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LEARNING ACTIVITY 05
INDIVIDUAL WORKA letter can convey the most important information about a product or service in an interesting way.
Indicate whether the following statements are true or false.
True False
The letter should be addressed to a big target audience.
The letter should be tailor-made, i.e. it should contain personal information.
The letter should arise immediate interest and action in the subject line.
The letter should focus on multiple ideas or benefits.
The letter should be clear and easy to understand, particularly how on how they should respond.
Workbook | Selling Intermediate: Sales Prospecting | onlineacademy.co.za 7
What Does AIDCA stand for?
Write down your answers in the spaces provided.
LEARNING ACTIVITY 06
INDIVIDUAL WORK
A
I
D
C
A
8 Workbook | Selling Intermediate: Sales Prospecting | onlineacademy.co.za
LEARNING ACTIVITY 07
GROUP WORK: REFLECTIONWork on your own or in groups to answer the following.
1. What are the important aspects of a demonstration that the salesperson must consider?
2. What can the salesperson do to ensure a smooth demonstration?
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LEARNING ACTIVITY 08
GROUP WORKA salesperson must be able to speak the prospect’s “language”.
Complete the sentences by writing the words in their correct spaces.
1. Speak ______________ but in a persistent tone of voice.
2. Keep sentences as ______________ as possible.
3. Avoid words and phrases that may be ______________.
4. Use ______________ language.
5. Do not give too much ______________ at a time.
6. The sales presentation should be ______________.
7. Be sincere and show genuine ______________.
8. Stimulate ______________ during the presentation.
irritating | feedback | logical | slowly | information | empathy | short | positive
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