Page 44 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Sales and Promotions Management

Notes (ii) Latest Newsletter

(iii) Address of website
(iv) Details of joining formalities
(v) Working hours, Dress code

(e) The offer letter should be handed over to the prospective employee in an
envelope. Close the offer in style.
AXIS Bank

Axis Bank was the first of the new private banks to have begun operations in 1994, after the
Government of India allowed new private banks to be established. The Bank was
promoted jointly by the Administrator of the specified undertaking of the Unit Trust of
India (UTI - I), Life Insurance Corporation of India (LIC) and General Insurance Corporation
of India (GIC) and other four PSU insurance companies, i.e. National Insurance Company
Ltd., The New India Assurance Company Ltd., The Oriental Insurance Company Ltd. and
United India Insurance Company Ltd.
The Bank today is capitalized to the extent of 358.97 crores with the public holding (other
than promoters) at 57.59%. The Bank's Registered Office is at Ahmedabad and its Central
Office is located at Mumbai. Presently, the Bank has a very wide network of more than
729 branch offices and Extension Counters. The Banks has a network of over 3171 ATMs
providing 24 hrs a day banking convenience to its customers. This is one of the largest
ATM networks in the country the Bank has strengths in both retail and corporate banking
and is committed to adopting the best industry practices internationally in order to achieve
excellence. Become a business consultant. This implies that he/she knows the business
well enough to advise and utilize his/her own company resources as well as outside of
his/her own company's resources. As the discussion implies, this is not a short-term fix,
and a long-term is what a salesman should aim for if he/she uses this approach.
Adaptive Selling
The reality of selling indicates that most salesman do not just follow a single approach at
all times. Even while using one specific approach, a salesman may integrate elements of
other approaches and therefore adapt how they sell. This is done constantly. Adaptive
selling refers to the degree that salesmen alter their sales presentation or approaches
across and during interactions with customers. This is because salesmen are responding to
what they perceive of the prospective buyers.
There are five facets of adaptive selling. They are:
1. Salesmen recognize that different sales approaches are required for different
prospective buyers. No buyer is the same. A good salesman must be able to identify
these differences, be it subtle or loud, and adapt accordingly.

2. Salesmen have the confidence in their ability to use a variety of approaches. If not,
it will fail. This confidence must come from the salesman, perhaps through experience
and backing from the company.
3. Salesman must have confidence in his/her own ability to alter approach during an
interaction. This is the difficult part, where after speaking and utilizing a specific
approach the salesman realizes that it is not working or the prospective buyer is not
responding. The salesman must be able to react, and react fast. Here lies the issue of
self-confidence.
Contd...

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