S Y N E R G Y

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T H E S Y N E R G Y
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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Market ing advisory services
The Synergy 5X5 P Module
Module 1 - Day 1
Understanding Sales
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&nderstanding your self
&nderstanding your company
Company History
Company Products
Company Sales-Marketing
policy
Company Executives
Company Expectations
Even Temperament
Confident
Good Listener
Ready to Learn
Looking for New Ideas
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&nderstanding your customer
Why do people buy?
The &ser
Why does he buy?
Rational
Emotional
&nderstanding your market..Understanding my territory
&nderstanding your market..Understanding my competition
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Market ing advisory services
&nderstanding Sales
Sales
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ny 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
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 .....
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Distribution
&nderstanding Sales
nsures product availability at the right time, in the right place,in the right quantity
Pehali seedi product ke upaladhi
Basic sales equation ..
How to increase sales
dramatically without any
inputs from H.O
How to:
Create a selling story
Increase Productivity
Increase Avg. Sale/Call
0rchandising
Promotions
ut of sight is out of mind
First tell and then sell - jho bolega wo hee bechega
Cust. S0rvic0
First serve and then deserve - pahale seva phir meva
Coll0ctions
No sale is complete without collection - Phale paise phir bhagwan
How to Manage Targets
Factors in your control
Short term to long term
achievement
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5X5 !
5 K0
Ar0as in
Sal0s
anag0m0nt
Course emphasis
changes depending on
the level and needs oI
the participants
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MERCHANDISING ,ov .icn vnc in .vc.
Importance
A few essentials . kit
Components of a good dispIay
%50841,4:98
l 0 0 9 l l
Corr0ct us0 of POP
10 minutes to an effective display
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RETAILING
Da
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$
$ OUT

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MOR
Th0 Ess0nc0 of Sal0s
ANATO OF A CALL
Pre Approach
Approach
Generating Interest
Arousing Desire
Handling Objections
Closing
Follow-up
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Pr05aration for th0 Da
Review
Setting Objectives
Set target for the day
Planning Execution
Task outline and time allotment
Call order / Priority
Reporting
tips on writing a good report
G0tting R0ad
WAppearance. the first impression
WCheck your ammunition
WBegin your day
ak0 th0 right mov0s
4 Moves
PRE APPROACH
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0ginning of th0 Call
The Iirst 5 seconds
Making the right impression
Making the right evaluation
Understanding motives
Types
Abhi Haa Abhi Naa
Bagula Bhagat
Tu Nahi to Aur Sahi
and mor0..
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Th0 O50ning ov0
THE BENEIT APPROACH
THE DRAMATIC APPROACH
INTRODUCTORY APPROACH
PROBLEM-SOLVING APPROACH
AND MORE...
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CREATING & HOLDING INTEREST
How to structure
Anticipating Questions
Bringing clarity
Summary
Handling Price
How to treat competition
Six vital st05s including the art of Listening, the Art of Questioning, the Art of Demonstration and much more
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triedandtestedtechniques
sk and you shall get
Iternative
c. ..c...c...
T0stimonial
and much more.
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Also ...
Handling Int0rru5tions
6 T0chniqu0s of
handling Obj0ctions
5 m0thods of conv0rting
obj0ctions into sal0s
Ti5s on building ra55ort
programdesigned-salesman1orsalesmen
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A
or0 confid0nt
or0 0ffici0nt
or0 5roductiv0
Sal0s T0am
Th0
5 X 5 !
Eff0ct
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