Responsibilities of salesperson is to 
       conclude a sale successfully..
                        Identification      Presentation 
                        of consumer              and 
                            need           demonstration
                         Negotiation          Handling 
                                              objection
                                   Closing the 
                                      sales 
   Sales people also implementing sales and 
   marketing strategy
    Prospecting 
    • More important in Industrial selling than retails
    • The prospect of identifying prospect : Lead Generation 
    • Problem to rely on repeat orders than seeking new 
     business/customers
    • Source of new customers: 
     • Existing customers
     • Trade directories 
     • Enquiries 
     • Cold calling 
    Self-management 
    • Organized sales/ call plan
    • Only 20 – 30% of customer plan in used to see customers
    • Must organize call frequency 
    Preparation for Negotiation
    • Product knowledge and benefit 
    • Product knowledge of competitor and benefits
    • Sales presentation planning
    • Setting Sales objectives
    • Understanding buyer behavior 
    Preparation of Sales Negotiation
    • Assessment of Balance of Power
    • Determination of negotiation objectives
    • Concession analysis
    • Proposal analysis