S Y N E R G Y

M a r k e t in g a d v is o r y s e r v ic e s

T H E

S Y N E R G Y
5X5 P

SALES TRAINING MODULE

7A/04, Ashirwad CHS New MHADA Colony, Near Poonam Nagar, Andheri (E) Mumbai 400 093. 91-22-2836 5149 / 31066445 e-mail: synergyconslt@indiatimes.com

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M a r k e t in g a d v is o r y s e r v ic e s

The Synergy 5X5 P Module

Module 1 Day 1
Understanding Sales

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M a r k e t in g a d v is o r y s e r v ic e s

Understanding your self

Even Temperament Confident Good Listener Ready to Learn Looking for New Ideas

Company History Company Products Company Sales-Marketing policy Company Executives Company Expectations

Understanding your company

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M a r k e t in g a d v is o r y s e r v ic e s

Understanding your customer

Why do people buy? Why does he buy? Rational Emotional The User

Understanding your market..Understanding my territory

Understanding your market..Understanding my competition

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M a r k e t in g a d v is o r y s e r v ic e s

Understanding Sales

Sales
D I S T R I B U T I O N
M E R C H A N D I S I N G

P R O M O T I O N S

C U S T . S E R V I C E

C O L L E C T I O N S

The basic premise that we as sales men sell is a misnomer By our actions and deeds we can only help facilitate the customer to take the buying decision in our favour.

For this we need to sell ..

Any salesman, if he covers these 5 functions sincerely and honestly he can persuade the buyer to make the decision in his favour

Sales is like constructing a building If the beams and pillars are strong the slab automatically becomes stable, solid and lasts a long long time

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M a r k e t in g a d v is o r y s e r v ic e s

Understanding Sales

Distribution
Basic sales equation .. How to increase sales dramatically without any inputs from H.O Ensures product availability at the right time, in the right place,in the right quantity Pehali seedi product ke upaladhi

Merchandising
Out of sight is out of mind
How to: Create a selling story Increase Productivity Increase Avg. Sale/Call

Promotions
First tell and then sell jho bolega wo hee bechega

Cust. Service
How to Manage Targets Factors in your control Short term to long term achievement
First serve and then deserve pahale seva phir meva

Collections
No sale is complete without collection - Phale paise phir bhagwan

T R A D E M O T I V A T I O N

A R T O F L I S T N I N G P R O M O T I O N S

Q U I C K S E T T L E M E N T S

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M a r k e t in g a d v is o r y s e r v ic e s

C O V E R A G E

A C C O U N T I N G

T E R R I T O R Y P L N G

P R O D U C T D I S P L A Y

R E P O R T & R E C O R D

5X5 P = 25 Key Areas in Sales Management

F R E Q U E N C Y C R E A T I V I T Y P L A N & O R G Z

C O N T R O L &

A S K T O G E T

D E M O N S T R A T I O N S

E V A L U A T E
F O L L O W U P

R E C O R D S

Course emphasis changes depending on the level and needs of the participants

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MERCHANDISING

your silent partner in sales

Importance

A few essentials kit Components of a good display

Correct use of POP

Types of Layouts

Longevity

10 minutes to an effective display

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M a r k e t in g a d v is o r y s e r v ic e s

RETAILING
Day 2

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M a r k e t in g a d v is o r y s e r v ic e s

The Essence of Sales

SELLING IN

+
SELLING OUT

SELLLING MORE

ANATOMY OF A CALL
Pre Approach Approach Generating Interest Arousing Desire Handling Objections Closing Follow-up

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M a r k e t in g a d v is o r y s e r v ic e s

PRE APPROACH
Preparation for the Day

Review Setting Objectives Planning Execution

Set target for the day

Task outline and time allotment Call order / Priority Reporting tips on writing a good report

Getting Ready Appearance the first impression Check your ammunition Begin your day

Make the right moves

4 Moves

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Beginning of the Call

The first 5 seconds Making the right impression Making the right evaluation Understanding motives

11 Types Abhi Haa Abhi Naa Bagula Bhagat Tu Nahi to Aur Sahi and more..

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The Opening Move

THE BENEFIT APPROACH THE DRAMATIC APPROACH INTRODUCTORY APPROACH PROBLEM-SOLVING APPROACH AND MORE..

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CREATING & HOLDING INTEREST

How to structure
How to treat competition

Anticipating Questions
Bringing clarity Handling Price

Summary Six vital steps including the art of Listening, the Art of Questioning, the Art of Demonstration and much more

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13 tried and tested techniques

Ask and you shall get Alternative Yes ..Yes..Yes.. Testimonial

and much more

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Also ..

Handling Interruptions

6 Techniques of handling Objections

5 methods of converting objections into sales

Tips on building rapport

A program designed by sales man for salesmen

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M a r k e t in g a d v is o r y s e r v ic e s

The 5X5P Effect

A More confident More efficient More productive Sales Team

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M a r k e t in g a d v is o r y s e r v ic e s