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The Art of Selling

The Art of Selling. Eman Azmi Training Expert (IFC, PMEC) emanazmy@yahoo.com. The Art of Selling. Part (I): Promotion Mix. Personal & non-personal elements. What is personal selling? Why personal selling? Promotion Strategies. Promotion Mix. Part (I): Promotion Mix.

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The Art of Selling

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  1. The Art of Selling Eman Azmi Training Expert (IFC, PMEC) emanazmy@yahoo.com

  2. The Art of Selling • Part (I): • Promotion Mix. • Personal & non-personal elements. • What is personal selling? • Why personal selling? • Promotion Strategies. • Promotion Mix.

  3. Part (I): • Promotion Mix. • Personal & non-personal elements. • What is personal selling? • Why personal selling? • Promotion Strategies. Promotion Mix • Promotion Mix. Advertising Personal Selling Promotion Mix Sales Promotion Publicity

  4. Part (I): • Promotion Mix. • Personal & non-personal elements. • What is personal selling? • Why personal selling? • Promotion Strategies. Promotion Mix Promotion Elements personal non-personal • Promotion Mix. Advertising 2. Personal & non-personal elements. Personal Selling Promotion Mix Sales Promotion Publicity

  5. Promotion Elements personal non-personal Advertising Personal Selling Promotion Mix Sales Promotion Publicity • Part (I): • Promotion Mix. • Personal & non-personal elements. • What is personal selling? • Why personal selling? • Promotion Strategies. 2. Personal & non-personal elements. 3. What is personal selling?

  6. Part (I): • Promotion Mix. • Personal & non-personal elements. • What is personal selling? • Why personal selling? • Promotion Strategies. Personal Selling market 3. What is personal selling? Product 4. Why personal selling? money (cost)

  7. Personal Selling market Product money (cost) • Part (I): • Promotion Mix. • Personal & non-personal elements. • What is personal selling? • Why personal selling? • Promotion Strategies. 4. Why personal selling? 5. Promotion Strategies.

  8. promotion efforts demand • Part (I): • Promotion Mix. • Personal & non-personal elements. • What is personal selling? • Why personal selling? • Promotion Strategies. I. PUSH strategy Producer Distribution Channels Customer 5. Promotion Strategies.

  9. promotion efforts demand demand • Part (I): • Promotion Mix. • Personal & non-personal elements. • What is personal selling? • Why personal selling? • Promotion Strategies. I. PULL strategy Producer Distribution Channels Customer 5. Promotion Strategies.

  10. Dealing With Customer Role-Play (preparation)

  11. The Art of Selling • Part (2): • Steps in effective selling process. • SUPER sales person skills.

  12. Prospecting & qualifying Pre-approach Approach Presentation & demonstration Identify qualified potential customers Learn as much as possible about customer Make a relationship Tell the product “story” & focus on customer benefits Overcome customer objections Ask for an order Handling objections Closing Follow-up To insure customer satisfaction & repeat business Steps of effective Selling Process

  13. SUPER salesperson • Part (2): • Steps in effective selling process. • SUPER sales person skills. • Risky & innovator • Sense of mission • Partner & team player • Solving problems • Rejections are information 2. SUPER sales person skills.

  14. Dealing With Customer Role-Play (implementation)

  15. ** * emanazmy@ yahoo.com

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