Module 8 • Planning the sales presentation (Pre-approach) 4.1.12 Authority to buy
Does the prospect have the authority to buy or does he/she need a spouse’s approval before buying? Sometimes there is a partner or more senior person in an organisation who decides on behalf of the buyer. It is important to have this information so that arrangements may be made to interview all persons concerned at the same time. For example, an estate agent might be wasting her time showing a student flats for sale if the parents, who must pay, are not involved.
4.1.13 The best time for an appointment
If you can find out from the prospect’s secretary what day of the week or even month and time would be best for an appointment, the sales presentation has a far better chance of success.
Certain restaurants and hair salons for example, are closed on Mondays; dentists play golf on Wednesdays; month ends are busy times etc.
4.1.14 Additional personal information
There is a great deal more information of a personal nature that the salesperson can use to make his approach and presentation more effective and purposeful. Included among these are the prospect’s characteristics, beliefs, personality type, buying motives, political convictions etc.
VIDEO: The Pre-approach by Priya Masih. She is a pharmaceutical sales rep and her prospects are physicians. She needs to gather as much information as possible about the physicians before she makes an appointment with them. Her goal is to get the physicians to prescribe the product she is selling, to their patients.
http://youtu.be/IY1ObVnOlzg
4.2 Information required if the prospect is acting on behalf of a business
The following information is necessary in the case of a business: • Name, address and type of business – partnership, close corporation etc. • The history and other information about the business and the personnel • The operational functioning of a business • Industry competitors and buying procedures • Future perspective.
4.2.1 Name, address and type of business
The correct name and other information (website, e-mail address) are important facts for the salesperson.
4.2.2 The history and other information about the business and the personnel
Aspects such as shareholders, partners, directors and executives who have the final authority to decide, size of the business, position and creditworthiness are details needed for the pre- approach. It is also necessary that the salesperson makes sure in which order the personnel makes decisions and who is involved in the final decision-making (Module 13).
4.2.3 The operational functioning of a business
The business's product range, production processes, raw materials and other purchases and seasonal variations are important information the salesperson needs.
69
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68 |
Page 69 |
Page 70 |
Page 71 |
Page 72 |
Page 73 |
Page 74 |
Page 75 |
Page 76 |
Page 77 |
Page 78 |
Page 79 |
Page 80 |
Page 81 |
Page 82 |
Page 83 |
Page 84 |
Page 85 |
Page 86 |
Page 87 |
Page 88 |
Page 89 |
Page 90 |
Page 91 |
Page 92 |
Page 93 |
Page 94 |
Page 95 |
Page 96 |
Page 97 |
Page 98 |
Page 99 |
Page 100 |
Page 101 |
Page 102 |
Page 103 |
Page 104 |
Page 105 |
Page 106 |
Page 107 |
Page 108 |
Page 109 |
Page 110 |
Page 111 |
Page 112 |
Page 113 |
Page 114 |
Page 115 |
Page 116 |
Page 117 |
Page 118 |
Page 119 |
Page 120 |
Page 121 |
Page 122 |
Page 123 |
Page 124 |
Page 125 |
Page 126 |
Page 127 |
Page 128 |
Page 129 |
Page 130
