Download
slide1 n.
Skip this Video
Loading SlideShow in 5 Seconds..
Our Future PowerPoint Presentation

Our Future

108 Vues Download Presentation
Télécharger la présentation

Our Future

- - - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript

  1. Our Future 1 + 5 = The Answer

  2. Starting to Set Personal Goals You set your goals on a number of levels: • Long term goals : create your "big picture" of what you want to do with your life (or over, say, the next 10 years) • Short term goals : break long term goals down into the smaller and smaller targets that you must hit to reach your lifetime goals.

  3. Starting to Set Personal Goals 2022 Knowledge Training Money Marketing Relation

  4. Starting to Set Personal Goals Knowledge 5 minute toxicology , atlas of dermatology , Saunder’s pharmacology , slatter’s ophthalmology Training Training with Dr ….. Training at shuha Work as medical Rep for 2 years Money Search for good place Social media New age of customer service Marketing

  5. Starting to Set Personal Goals With customers With drug companies With other Vets Relation

  6. Long term goals

  7. Your goal The goal must be smart Measurable Specific Ambitious Realistic Time bound

  8. Selling Skills

  9. Selling Skills

  10. Selling Skills Who Need selling skills ?

  11. What is selling Selling is the process of helping customers to buy the products and services that you offer at a price that generates a profitable return for your business

  12. What is selling

  13. What is selling

  14. What is selling

  15. What is Skill The ability to do something well , usually through experience and training

  16. Learning While Moving 4 Phases of learning

  17. Marketing concept The marketing concept holds that the key to achieving it’s goals consists of the company become more effective than competitors in creating , delivering and communicating customers value to it’s chosen target market The selling concept holds that customers and business if left alone will not buy enough of the organization’s products , the organization must there for undertake aggressive selling and promotional effort

  18. Types of buying situations

  19. The buying center Users Influencers Deciders Gatekeepers Buyers Financiers

  20. Promotional mix Set of tools that a business can use to communicate effectively the benefit of it’s product to the customer

  21. Promotional mix A - Personal selling B – Advertising and promotion

  22. Promotional mix C – Public relation D – Direct marketing

  23. Promotional mix E – Word of mouth

  24. Promotional mix

  25. Salesman missions 1 - Selling 2 - Servicing customers 3 – Providing information to the company and preparing information to the customers

  26. Characteristics of sales people 1 - Motivation Spending long hours in the job is not enough 2 - Trustworthiness Customers develop long term relationships with salespeople who is trustworthy. By the time customer will find out who can be trusted and who can not. 3 - Customer and product knowledge A – How Customers make buying decision B – How customers evaluate product alternative C – Effective sales people need product knowledge

  27. Characteristics of sales people 4 – Communication Skills The sales people need to be a good communicator , talking is not enough 5 - Flexibility Realize that the same sales approach does not work with all customers

  28. First Workshop Every body will use the sales people characteristics in the promotion of Nokia N90

  29. AIDA 1 - Attention • Getting the other’s person attention • Set the tone • Smile • Be natural • Honest and professional • You have about five seconds to attract attention

  30. AIDA 2 - Interest • You have 5-15 seconds to create some interest • The person should have a potential need for your product • Approach to the other person at a suitable time 3 - Desire • Identify and agree the customer’s needs and priorities • Build trust in the customer’s mind • You must understand your product and be able to explain solutions with credibility and enthusiasm

  31. AIDA 4 - Action • The conversion of potential into action • The sales person must encourage agreement to complete the sale • Approach to the other person at a suitable time

  32. The Communication process Communication Is the process of sharing our ideas thoughts and feelings with other people and having this ideas thoughts and feelings understood by the people we are talking with

  33. The Communication process Communication is a Two – Way Process

  34. The Communication process The Communication process

  35. How Do You Listen ?

  36. Listening Hearing The act of perceiving sound Listening • The selective activity which involves the reception and interpretation • It involves decoding the sound into meaning • Listening is divided into two main categories 1 – Passive listening Is little more than hearing , it occurs when the message has little motivation to listen carefully such as music in bus

  37. Listening 1 – Passive listening Role play Only a part of our mind is paying attention You can think about other things while listening to someone N.B : people speak at 100 to 175 words per minute but they can listen at 600 to 800 2 – Active listening It requires the receiver to hear the various messages , understand the meaning , and then verify the meaning by offering feedback It takes the same amount or more energy than speaking

  38. Good listener

  39. Good listener

  40. The Selling Process Nobody wants to buy anything from a sales person who’s only interested in his own product or company We all want to buy from somebody who gives the time and skills to meet our personal needs

  41. The Selling Process Planning or preparation Opening Questioning Presentation Closing Overcoming objections Follow - up

  42. Planning and preparation Planning • Make sure you know the product well • Understand what other competitors are able to offer • What are prospect’s strategic aims m priorities , problems preparation • Prepare opening statement and practice sales presentation • Prepare a checklist of questions • Think carefully about what you want to get from the meeting

  43. Pre-call planning It Involves : • Gathering deeper information • Setting objectives

  44. Gathering information Professional info Personal info • Name • Gender • Age • Hobbies • Level of education • Key person • Opinion Leader • Occupation in another area • Last visit result • Best time to visit

  45. Setting call objectives The objective must be smart Measurable Specific Ambitious Realistic Time bound

  46. Remember • Failing to plan is planning to fail • Lack of information will lead to poor start that result to fail to obtain call objective • It’s not only gathering information it’s a matter of AOS Analyze Organize Set objective

  47. Introduction/opening Smile , be professional and take confidence Types of approach 1_ Introductory approach (Name , company) 2_ Product / Benefit approach (Features , benefit of the product) 3_ Customer approach (Needs) 4_ Chock approach 5_ Question approach

  48. Second Workshop Give examples on each type of approach