Page 40 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes While forming a strategy to achieve his objectives the sales person should try to understand the
prospects' real needs. For this he should also carefully examine the prospect's background. Also
the best timing for the call should also be considered because many prospects are busy at a
certain time. 'Cold calls' are mostly not welcome and should be avoided as far as possible.

Self Assessment

State Whether True or False:
7. The sales person provides an added incentive on immediately buying the product.

8. The salesman should with his intelligence and tact should be able to convince the
manufacturer and persuade him to take a decision on the spot.
9. Direct Selling is a good way of communicating large amounts of technical or other complex
product information.
10. Sales person should inform the prospect about the characteristics, capabilities and
availability of goods and services.
11. If the cash payment is not available at the moment then after verifying the identity of the
customer the product can be offered on credit or on installments.
3.3 Presentation

Sales presentation is done mainly to show that the sales person has a good understanding of the
prospect's needs and the presentation is all about explaining to the consumer how the products
meet their requirements. The sales person should inform the prospect about the characteristics,
capabilities and availability of goods and services.

When the sales person arrives to deliver the pitch he should be well dressed and should have an
understanding and helpful attribute towards the prospective consumer. He should also possess
excellent communication skills.

Task Discuss about the process and preparation of personal selling now-a-days.

3.3.1 Categories of Presentation

Sales presentations can be classified into five different categories. They are:

Fully Automated

This is based on a highly structured approach and is usually done with the help of films or slide
projections. It is mostly used to sell intangible services, like life insurance to rural or semi-urban
prospects.

Semi Automated

In this approach the sales person takes help of brochures or literature and keeps on adding his
comments where necessary. It is useful in selling pharmaceutical products.

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