【正文】 2022 by Harcourt, Inc. 1 Module 6 Personal Selling: Approaches and Process Copyright 169。 2022 by Harcourt, Inc. 1 Building Teamwork Skills ? Understanding the Other Individuals ? Attending to the Little Things ? Keeping Commitments ? Clarifying Expectations ? Showing Personal Integrity ? Apologizing Sincerely When a Mistake Is Made Copyright 169。 2022 by Harcourt, Inc. 1 Effective SelfLeadership Stage Five: Assessment of Performance and Goal Attainment Copyright 169。 2022 by Harcourt, Inc. 1 Effective SelfLeadership Stage Three: Developing and Implementation of Strategies and Plans ? Establishing and Implementing Selling Task and Activity Plans – Do them, and do them in writing – Keep it current and flexible ? Establishing Territory Route Plans – StraightLine Route Pattern – Cloverleaf Route Pattern – Circular Route Pattern – Leapfrog Route Pattern – MajorCity Route Pattern Copyright 169。 20% of sales) Annual of calls = 12 Accounts with moderate sales potential, but who are regular/reliable customers Annual of calls = 24 Accounts with high potential, but who are not current customers Annual of calls = 12 “ C” Accounts Accounts with least sales potential Annual of calls = 4 Lower sales potential accounts Annual of calls = 8 Medium potential accounts that are current customers Annual of calls = 12 “ D” Accounts None – This schema uses only 3 classes of accounts Accounts that cost more than they produce in sales or profits Annual of calls = 0 Accounts with medium potential, but who are not current customers Annual of calls = 6 Exhibit – Different Single Factor Account Schema Copyright 169。 80% of sales) Annual of calls = 52 High volume current customers (20% of accts。 2022 by Harcourt, Inc. 1 Effective SelfLeadership Stage Two: Account Classification Class of Account Schema One: InquisLogic, Inc. Schema Two: Web Resource Associates, LLC Schema Three: Federal Metal Products “ A” Accounts Accounts with highest potential (20% of accts。 2022 by Harcourt, Inc. 1 Effective SelfLeadership Stage One: Setting Goals and Objectives What makes a good goal? Realistic, yet Challenging Specific and Quantifiable Time Specific Working with different levels and types of goals Personal Goal Territory Goal Account Goal Sales Call Goal Copyright 169。 Automation Assessment amp。 Implementation Of Strategies amp。 Objective Territory Analysis amp。 2022 by Harcourt, Inc. 1 Module 5 SelfLeadership and Teamwork Skills Copyright 169。 2022 by Harcourt, Inc. 1 Written Communication: Sales Proposals The Seven Deadly Mistakes of Proposal Writing 1. Not writing a proposal. 2. Not fully understanding the customer’s business. 3. Missing the buyer’s deadline. 4. Producing a proposal with little ―driveup‖ appeal. 5. Not saying anything that really makes a difference. 6. Using a standardized boilerplate approach. 7. No one owning the responsibility or having the authority to create quality and effective proposals. Copyright 169。 legs ? Minimal eye contact ? Glancing sideways ? Pursed lips ? Tilted head Evaluation Evaluation and consideration of message ? Leaning forward ? Hand on cheek ? Stroking chin ? Chin in palm of hand ? Dropping glasses to lower nose Deception Dishonesty and secretiveness ? Patterns of rocking ? Fidgeting with objects ? Increased leg movement ? Increased eye movement ? Frequent gazes elsewhere ? Forced smile Readiness Dedication or mitment ? Sitting forward ? Hands on hips ? Legs uncrossed ? Feet flat on floor ? Increased eye contact Boredom Lack of interest and impatience ? Head in palm of hands ? Slouching ? Drumming fingers ? Swinging a foot ? Brushing amp。 Facial Expression Openness Openness, flexibility and sincerity ? Moving closer ? Leaning forward ? Open hands ? Removing coat ? Unbutton collar ? Uncrossed arms amp。 Orientation Movement of Hands, Arms, amp。 2022 by Harcourt, Inc. 1 Nonverbal Communication ? Facial Expressions ? Eye Movements ? Placement and Movements of Hands, Arms, Head, and Legs ? Body Posture and Orientation ? Proxemics ? Variation in Voice Characteristics – Speaking Rate and Pause Duration – Pitch or Frequency – Intensity and Loudness Copyright 169。 2022 by Harcourt, Inc. 1 Verbal Communication: SIER Hierarchy Active Listening (Figure ) Sensing Interpreting Evaluating Responding Copyright 169。 2022 by Harcourt, Inc. 1 Verbal Communication: Listening (Figure ) Effective Active Listening Pay Attention Monitor NonVerbals Paraphrase and Repeat Make No Assumptions Encourage Buyer to Talk Visualize Copyright 169。 2022 by Harcourt, Inc. 1 Verbal Communication: SPIN Questioning System ? Situation Questions ? Problem Questions ? Implication Questions ? Needpayoff Questions – used to propose a solution and develop mitment from the buyer, based on the implications of the problem – ―Would more frequent deliveries allow you to increase productivity?‖ – ―If we could provide you increased reliability, would you be interested?‖ – ―If we could improve the quality of your purchased ponents, how would that help you?‖ – ―Would you be interested in increasing productivity by 15 percent?‖ Copyright 169。 2022 by Harcourt, Inc. 1 Verbal Communication: SPIN Questioning System ? Situation Questions ? Problem Questions – follow and relate to situation questions probing for specific difficulties, developing problems, and areas of dissatisfaction – ―How critical is this ponent for your production?‖ – ―What kind of problems have you encountered with your current suppliers?‖ – ―What types of reliability problems do you exper