Performing

Actual Selling
Of Products & Services
Objectives
01
Identify the steps and selling
strategies of actual selling of
products & Services;
02
Appreciate the importance
of selling strategies; and
03
Apply the actual sales
management strategies.
BUSINESS TERMS
 BUSINESS TERMS
Selling - Personal Selling- Selling Terms-
Is the last step in the Is the length of time a
chain of commerce Is a seller’s attempt
seller allows a buyer
where a buyer to persuade a
to pay for the good or
exchanges cash for a buyer to make a services sold on
seller’s goods or purchase.
services. credit
 BUSINESS TERMS

Price Value - Selling Techniques-

Is the process of
Is the market value approaching prospective
customers or clients who
or agreed exchange. were not expecting such an
interaction.
Steps we must follow in Selling
1. PROSPECTING
It consist of identifying potential
customers, aka prospects.

2. SALES PRESENTATION
It is the time when you are presenting your
product or services to your costumers with the
objective to stimulate further their interest.
 Four Types of Presentation

Stimulus Formula Canned

Response Selling Presentation Step
Content Here

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Steps we must follow in Selling
3. HANDLING QUESTIONS
Wherein you need to be patient and
demonstrate interest in your client’s
need.

4. CLOSING
In this stage you will ask your clients
orders and secure their commitment to
purchase.
Steps we must follow in Selling
5. BUILDING LONG-TERM
RELATIONSHIPS
Is said to be the beginning of
your long-term relationship with
the customer.
 Selling Strategies

The process of approaching

prospective customers or clients who
COLD CALLING
were not expecting such an
interaction.
Add Contents Title

Emphasize customer’s needs and

Consultative Selling
Add Contents Title meeting those needs with solutions
combining products or services.
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