PPT-The Sales Process Chapter 14.1 & 14.2

Chapter 141 and 142 Steps 4 and 5 Step Four Presenting the Product The step of the sales processes where you can share your expertise with the customer Which product do you show after the approach stage you should have learned enough about the customer to determine which products will best meet their needs. Allocation of Joint Costs . and Accounting for . By-Product/Scrap. Cost Accounting Principles, 9e. Raiborn. . ● . Kinney. Learning Objectives . How are the outputs of a joint process classified?. What management decisions must be made before beginning a joint process?. Chapter 12. 12-. 1. Learning Objectives. Describe the basic business activities and related information processing operations performed in the revenue cycle.. Discuss the key decisions that need to be made in the revenue cycle, and identify the information needed to make those decisions.. competition. workshop 1: professional . selling. 5/11/2012. Professional Selling: Theory and Application. “Professional . selling is the interpersonal communication process in which a seller uncovers and satisfies the needs and wants of a prospect to the mutual, long-term benefit of both . Anand. G . Khanna. . SALES & . MARKETING . Purpose of organization is only one . i.e. to create . / . identify and satisfy the customers. We exist only for customers. The rest is process.. . Prospecting. Today. Discuss the Sales Process (10 steps). Discuss methods of prospecting. Your experiences. 10. Follow-up and service. 9. Close. 8. Trial close. 7. Meet objections. Strategic Prospecting . and Pre-approach. The Strategic Prospecting Process. A process designed to identify, qualify, and prioritize sales. . opportunities. , whether . they represent . potential . new customers . **Use presentation mode to enable button links**. Sales Force Structure. Organizational model effectiveness vs. efficiency. Sales Force Size. Match selling capacity to market demand. Design. Sales Force. Learning Objectives. Discuss the key considerations in developing and implementing effective sales strategies.. Understand the recruitment, selection, and training processes involved in developing the salesforce.. Expectation. Before Accosting for sale. Initial customer contact. Accosting for sale. Product Display. Overcome objections. The closure of the sales process. Follow-up. Public relations. The definition of public relations. Diagramming. MIS 2000 Information Systems for Management . Instructor: Bob Travica. Updated May 2015. Outline. Identifying a business process in a narrative. Creating process diagram. Class exercise. Jeff DeWalt, CPA, CGMA. ONS Chief Financial Officer. What are we talking about?. Chapter refresher. Business League not Charity. Unrelated Income. Insurance. State Taxes. Hot Topics from National. Other Item of Note. Youngbin. Kim. Chunyun. . Niu. Taewon. Jo. Table of Contents. Company Introduction. Industry Features. Observations. Challenges. Recommendable Features. Proposals. in Manufacturing Process. Proposals. For companies looking to optimize their sales strategies, sales process consulting offers invaluable insights PREPARED BY. TORAN LAL VERMA. SALES FORCE MANAGEMENT. SALES MANAGEMENT. American Marketing Association (AMA) has defined sales management as . “The planning, direction and control of selling personnel including recruiting, selecting, equipping,...