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Crossing the chasm - Expanding the Market
This document discusses sales management and techniques for effective selling. It notes that the history of salesmanship dates back to early human civilization. Modern sales management strategies and skills were refined by John Henry Patterson, considered the father of modern sales management, who showed how to transform a sales force into an effective workforce. The document also states that an effective sales process involves prospecting, sales closing, after-sales service, and relationship selling through partnering with major customers on a continuous basis.
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Crossing the chasm - Expanding the Market
- 1. CROSSING THE CHASM MarketExpansion
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- 4. ABV TEX Business Challenge ‘Onething we’ve discovered with certainty is that anything we do that makes the customer more successful inevitably results in a financial return for us’. -Jack Welch, GE Business Development Tactics and Skills
- 5. ABV TEX The historyof salesmanship is as old as human civilization- Paul Herman The techniques of modern sales management and selling techniques were refined by John Henry Patterson- Father of modern sales management. He showed the strategy and skill required to transform a sales force in to an effective work force for generating sales and profits. A sales person is no longer an order taker or information provider. What is Sales Management? It means planning, direction and control of personal selling.
- 6. ABV TEX The solutionis need based marketing – make him understand the benefit.
- 7. ABV TEX Process orSteps in effective selling It goes through prospecting to Sales closing and after sales Service. Relationship selling- it means Important or major Customers Need continuous attention Through partnering or collaborative Relationships.
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