Objection Handling
9 Steps of Call
Salesman's Daily Routine
Closing Techniques
Miscellaneous
100
What is the LACE Model?
Listen - Accept - Commit - Execute
100
what do you need to keep in mind when greeting the customer?
Identify the decision maker Introduce yourself Preempt urgent issues
100
What are the three stages in the salesman's daily routine?
Sunrise In the market Sunset
100
Selling starts at the close stage. True or False?
True
100
What are the four phases of the sales call cycle?
Pre-call Service Presenting Post-call
200
What are the types of Objections
Product Service Company Personal Competitive Lack of Need
200
What are the 9 steps of Call
Review Plan Open the Call Store Check Collection Sales Presentation Secure the Close Records & Reports Merchandising End & Evaluate
200
What are the 6 tools to use in the market?
HHT or Order Booking Sheet Sales Presenter Daily Execution Planner POS Material Promotion Material Pocket Guide
200
What are the types of close?
Trial Close Proof Close Fear Close Special Benefit Close
200
What do you need to avoid when greeting the customer?
Do not argue or interrupt Do not ask for the order first Avoid Repetition Avoid controversial topics
300
List any 5 rules for handling objections
Respect and listen to the retailer’s view point Positive phrasing Be self assured don't use ""I believe"" - ""I think"" Don’t win the battle and lose the war Work with, not against retailer Anticipate objections Ask open questions Confirm the answer Answer and close Always end with a positive note or next steps
300
The steps of call should be followed as per defined protocol. True or False?
FALSE
300
What do you need to do in the market
Keep focused on priorities set Follow the route plan Visit all outlets look for new opportunities Follow 9 steps of call
300
List 5 buying signals
"When do I have to pay? Do you have this product with you? What is the price? What Schemes do you have for this product? When will you deliver? What are the variants? Is this product readily available? Is there a special offer? What is the discount?"
300
Why is merchandising important?
To generate off take and share of shelf?
400
What are the skills needed to manage objections?
Attitude - Mindset Strategy Questioning Skills Listening Skills Product / Organizational / Market Knowledge
400
What does an order booker need to do for merchandising?
Ensure all company products availability & promotions are properly merchandised. Ensure products are placed according to standards and planogram
400
What should be the objectives for a field sales person?
Sales Targets Call on daily route plan outlets Achieve productive calls Help the trade to re-sell Achieve merchandising Standards Implement promotions Maintain optimum stock cover Develop good relationship with the trade
400
Explain the LACE Model
Listen - Listen and understand - find the objection Accept - evaluate genuineness of objection - Accept person - Accept objection Commit - get their commitment - get your commitment Execute - Persuade their way through - Persuade your way through
400
Why is it important to keep records and reports during market visit?
To have all the information documented for ready reference
500
“It’s too expensive.” how can you handle this objection?
Price objections are the most common type of objection, and are even voiced by prospects who have every intention of buying. Beware -- the moment you start focusing on price as a selling point, you reduce yourself to a transactional middleman. Instead, circle back to the product’s value.
500
What are the 3 key areas of daily routine?
Salesman's Daily Routine Sales Call Cycle 9 Steps of Call
500
What does the salesman's routine include during sunset?
Handle administrative responsibilities, complete all records and reports 1. Sales Orders 2. Customer Records Reconcile stocks & collections Review performance Daily Execution Plan with supervisor prepared in the morning Review Route Analysis Report with supervisor
500
“I can get a cheaper version of your product somewhere else.” How can you handle this to close the deal?
Find out what you’re dealing with here. Are you in a competitive situation, and the prospect is playing you against a competitor to drive up discounts? Or is your prospect under the impression that a similar, cheaper product can do everything they need? If it’s the former, lay out your deepest discount and emphasize the features that make your product superior. Walk away if they ask you to go lower. In the second scenario, take advantage of the comparison. What are the points of differentiation that provide your prospect the most value? Play them up and emphasize overall worth, not cost.
500
Why is the daily execution planner important?
To have a focused approach on the daily beat plan by shop
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