MARKETING AND SALES MANAGEMENT
CHECK-POINT 17: PERSONAL SELLING

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  1. WHAT IS PERSONAL SELLING?
  2. WHAT ARE THE STEPS IN THE PERSONAL SELLING PROCESS?
  3. STEP 1: UNDERSTAND THE INTERACTION BETWEEN BUYERS AND SELLERS
  4. STEP 2: LOCATE AND QUALIFY POTENTIAL CUSTOMERS
  5. WHAT IS LEAD MANAGEMENT?
  6. WHAT TYPES OF DIRECTORIES MAY BE USEFUL FOR A SALES PERSON?
  7. WHAT ARE REFERRALS?
  8. WHAT IS COLD CANVASSING?
  9. WHAT IS A PROSPECT LIST?
10. STEP 3: DEVELOP A SUITABLE APPROACH TO EACH POTENTIAL CUSTOMER
11. THE TEN COMMANDMENTS OF TELEPHONE  PROSPECTING
12. THE TEN COMMANDMENTS OF APPROACHING PROSPECTS ON THE PHONE 
13. WHY SHOULD YOU THANK PROSPECTS WHEN THEY SAY "NO"?
14. IDENTIFY THE PERSONALITY TYPE AND INDIVIDUAL BEHAVIOR OF EACH BUYER
15. STEP 4: ANALYZE EACH POTENTIAL CUSTOMER'S SPECIFIC REQUIREMENTS
16. STEP 5: MAKE A FORMAL PRESENTATION TO THE POTENTIAL CUSTOMER
17. STEP 6: OVERCOME THE POTENTIAL CUSTOMER'S OBJECTIONS
18. WHAT ARE THE FEARS OF SOME PROSPECTIVE CUSTOMERS?
19. STEP 7: CONVERT THE POTENTIAL CUSTOMER INTO A REAL CUSTOMER
20. WHAT ARE SOME OF THE MOST POPULAR CLOSING TECHNIQUES?
21. STEP 8: FOLLOW-UP THE SALE WITH THE CUSTOMER
22. WHAT ARE THE TEN BIGGEST MISTAKES SALES PEOPLE MAKE?
23. THE TEN COMMANDMENTS OF CLOSING SALES NEARLY EVERY TIME
24. FOR SERIOUS BUSINESS OWNERS ONLY
25. THE LATEST INFORMATION ON THE INTERNET
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