Page 23 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Type of Close
Unit 1: Introduction to Sales Management
Action Close Here the sales person takes an action that will complete the sale like negotiating
for supplying financial assistance to the prospects.
Gift Close The sales person provides an added incentive on immediately buying the
product.
Notes
Benefit Close Here the sales person restates the benefits of the product in order to elicit a
positive response from the prospect.
Direct Close It is a simple technique and is most appropriate if the buyer is showing strong
positive buying motives.
The sales person gives a summary of the major points of the presentation and
directly asks for the order.
Alternative This technique provides the customer with alternatives with regard to the
Close product like a black or red colored one or payment on cash or credit basis.
Objection If an objection is the major hurdle in the way of making sales, the sales person
Close should try to gain a commitment from the buyer that if the objection is removed
he will buy the product.

The salesman should be alert and use his good judgment to spot an opportunity when he is in a
position to close the sale.

1. This requires judging the mood, attitude and perception of the prospect.
2. Although this comes through experience and constant understanding of different types of
prospects, the general rule remains that right from the start the salesman should be calm
and should give due regard and importance to the views of the prospect.
3. It is also important that through proper planning, prospecting, presentation and
demonstration the salesman should try to capture the attention of the prospect and not let
the prospect change his mind.
After sales, he should follow up with calls and letters to ensure that the customer is satisfied.

1.6.7 Follow up

Post-purchase follow up is very important in building customer confidence and long-term
relationship with the company. It is instrumental in management of key accounts in banks.
1. The salesperson contacts customer to learn if there are any problems and answers any
questions that the customer does.
2. He also contacts customers regularly to ascertain that they are happy with their purchase
and offered services.
3. Relationship selling not just focuses on selling the product but to understand changing
customer needs, and solving their problems.
As long as both the customer and the seller are successful in achieving their goals, the relationship
continues to prosper.

Task Assume any of the following roles: salespersons from insurance sector or
personal care sector or IT sector or healthcare industry. Prepare your
standard sales pitch and deliver it before the class. Any one or two students
can assume to be the customers. See how you would have to make prompt
changes in your pitch according to customers.

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