Professional Salesmanship
Lesson 2: Negotiating Buyer Concerns ....................................................... 139 Forms of Buyer Concerns ............................................................................. 141 Dealing with Professional Buyers ................................................................. 143 Dealing with Price Concerns......................................................................... 144 Methods of Negotiating Buyer Concerns ...................................................... 145 Chapter Summary......................................................................................... 148 C hapter 6 CLOSING SALE Lesson 1: Basics of Closing a Sale ............................................................. 153 Tips for Closing the Sale ............................................................................... 156 The Perfect Close .........................................................................................157 Techniques of Closing a Sale........................................................................ 158 Skills in Closing the Sale............................................................................... 160 Lesson 2: The Psychology of Closing.......................................................... 164 Making a Smooth and Painless Close ..........................................................167 Six Major Requirements for Closing .............................................................167 Recognizing Buying Signals ......................................................................... 168 Why Closing Is a Difficult Task ...................................................................... 169 Use of Testimonial Letters............................................................................. 170 Chapter Summary......................................................................................... 173
C hapter 4 SELLING FUNCTION
Lesson 1: Prospecting ...................................................................................97 Definition and Scope of Prospecting ............................................................... 99 Importance of Prospecting .............................................................................. 99 Characteristics of a Good Prospect ..............................................................100 Techniques in Prospecting ............................................................................ 103 Presentation and Demonstration Strategies .................................................105 Lesson 2: Objections ...................................................................................109 Why Do We Get Objections? .........................................................................111 Handling Objections.......................................................................................111 Pre- and Post-statements to Help Answer Objections .................................. 113 Lesson 3: Planning the Sales Call ............................................................... 115 Why Plan the Sales Call? .............................................................................116 Obtaining a Pre-call Information ...................................................................117 Setting Call Objectives.................................................................................. 118 Making an Appointment ................................................................................120 Chapter Summary......................................................................................... 123 C hapter 5 RELATIONSHIP STRATEGY Lesson 1: Creating Value Strategies ...........................................................127 Definition of Value-Added ............................................................................. 129 Relationship: A Value Add-On ....................................................................... 130 The Art of Partnering..................................................................................... 131 Nonverbal Strategies for Relation Improvement ........................................... 132 Conversations and Relationships .................................................................135 Barriers to Effective Communications ........................................................... 135
References ..........................................................................................................177 Index .................................................................................................................... 180
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2025 Higher Education Learning Solutions for the Business and Accountancy Program 53
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