Hello. The topic of our lecture is sales techniques. There are various sales responsibilities like sales and profits access or implementation of sales and marketing strategies. First, with the main sale responsibilities relate to the negotiation with the customer, they can do the following, like identification of customer needs, presentation and demonstration, negotiation itself, and then objections closing the sale. As for the second sales responsibilities, they could be for instance prospecting database and knowledge management, self-management, handling complaints, provided service, relationship management. Sales beginning with the creation of a database of potential customers. They are the sources for the information of database like Internet, contexts and recommendation of existing clients, various industry directories, and common requests. The most difficult method of attracting customers is called cold calls. A cold call is an appeal to a potential customer who doesn't know you, and you don't know if he has a need for your product. Here are some recommendations for cold call canvassing or cold calling. Try to make cold calling as unintrusive as possible for the customer. Try to avoid cold calling very early or very late in the day. At old times respect the privacy of the customer and always respect their wish not to be bothered. Do not even try to bully your customer into speaking or to seeing you. Use cold calling to secure a future appointment or to again an agreement to send further information, rather than immediately trying to secure an order. Find out as much as possible about the prospective customer and use this to plan the cold-call approach and content. Typical information about a potential or existing clients in your database or serum system should contain the name and address of company, name and position of contacts, its nature of business, date and time of interview, assessment of potential buyer needs, problems and buying habits, past sales with the dates, problems or opportunities encountered, and the future actions for the salesperson. The seller self-management includes the following actions: set your goals, make the activity plan for achieving goals, hire an assistant to help you with the office paperwork so you can meet more prospects, from the positive habits for example wake up at 06:00 AM, learn buyers, and learn products, learn professional skills, and in the end analyze customers calls and write a book for yourself questions of my clients and the best answers on them. Sales collect a lot of information about customer behavior. The most important information is customer questions. Gradually service understand that basically all customers ask the same questions. The seller collect these questions and prepares convincing answers to them in advance, then the sale is guaranteed to him. In addition, the book questions of my clients and the best answers for them will help the seller to become a good sales manager. A good sales managers should know what to teach his salespeople, and this book would be pressed a source of knowledge for salespeople. Provided service is not the main task of the seller but often accompanies its main activity. An industrial salesperson may be able to advise customers on improving productivity or custom costs. Sales engineers might be required to give advice on the operation of a newly quite machine, sometimes they will call in technical specialists to deal with the problem. While customer service is the direct function of retail sales people, in addition, they even may be called onto setup in-store displays and other promotions for wholesalers and retail stores. B2c customers often don't read the manual and instruction about using products and devices and cold too salesman with the questions. It happens that the seller has to work with complaints. When the salesperson does not have the authority to deal with the complaint immediately, there job is to submit the relevant information in written form to head office so that the matter can be taken further. Complaints should be considered as a source of information to improve the work of the company according to the theory of an effective complaints it should have the following characteristics. Possibility to complain to the main hat for instance to a CEO, there must be no consequences for the consumer because of his complaint, confidence of the consumer the complaint will be considered, belief of the consumer that the complaint will improve organization activities, interests of consumer in improving organizational activities for instance because of his loyalty. Before visiting the customer, the seller must prepare for the sale in the following areas: product knowledge and customer benefits, knowledge of competitors products and their benefits, competitors proposal analysis, sales presentation planning, setting sales and negotiation objectives, understanding buyer behavior, assessing the power balance, concession analysis. Assessment on the balance of power of the seller and the buyer depends on the number of offers to the buyer but various sellers, the urgency and complexity of the order, and sellers understanding on the buyers needs and other parameters. Often sellers are more experienced in these matters, and then the power is on their side. Summarizing, we can say that the more the seller knows about the buyer and competitors, the more he will have power. As Francis Bacon said knowledge itself is power. Concession analyses concerns the following points: prices and discounts, type of the price, ex works price, presence the buyers factor gate, installation price, in service price etc, timing of delivery, the product-its specification optional extras payments on dispatch, on receipt, in working order, credit terms etc.
