LG MBA 9120 - Manual (Page 2)

2
Table of Contents
PRODUCT/SERVICE INFORMATION ..............................................................................................4
P RODUCT OR S ERVICE D ESCRIPTION ...............................................................................................................4
C
OMPANY
D
ESCRIPTION
..................................................................................................................................4
PERSONAL SELLING PHILOSOPHY ................................................................................................5
M
Y
P
ERSONAL
S
ELLING
P
HILOSOPHY
.............................................................................................................5
Market Setting: ...........................................................................................................................................5
Personal Selling: ........................................................................................................................................5
Problem-solving Training: .........................................................................................................................5
RELATIONSHIP STRATEGY .................................................................................................................6
M
Y
R
ELATIONSHIP
S
TRATEGY
: 6
Typical sales-customer relationship: .........................................................................................................6
Attitude of Salesperson:..............................................................................................................................6
Appearance: ...............................................................................................................................................6
Relationship Strengthening Methods: ........................................................................................................6
Own Communication style: ........................................................................................................................7
PRODUCT AND FEATURE BENEFITS ............................................................................................8
B
RIEF
C
OMPANY DESCRIPTION
:.......................................................................................................................8
P RODUCT OR CREATED PRODUCT SOLUTION : ...................................................................................................8
T
ECHNICAL EXPERTISE NEEDED : ......................................................................................................................8
L IFE C YCLE : ....................................................................................................................................................8
P
RICING
:..........................................................................................................................................................8
F EATURE .........................................................................................................................................................8
C
ORRESPONDING
B
ENEFIT
...............................................................................................................................8
CUSTOMER STRATEGY .......................................................................................................................10
T YPICAL BUYING MOTIVES OF PROSPECT :......................................................................................................10
Q
UESTIONS SUCH AS THE FOLLOWING WOULD HAVE TO BE ASKED BY THE SALESPERSON TO ENSURE A
RELIABLE SALE . .............................................................................................................................................10
T
HE TYPICAL PROSPECT AS AN INDIVIDUAL
(
AND AS A COMPANY REPRESENTATIVE
,
IF APPROPRIATE
): ........10
T OOLS FOR MANAGING AND TRACKING PROGRESS WITH CUSTOMER RELATIONSHIPS AND PROSPECTS (CRM,
ACT!,
ETC
.): .................................................................................................................................................10
L IST OF P ROSPECTS & D ECISION - MAKING METHOD USED .............................................................................11
P
OTENTIAL
S
ALES
V
OLUME
..........................................................................................................................11
BUSINESS CONTACT .............................................................................................................................12
P
RESENTATION
O
BJECTIVES : .........................................................................................................................12
T YPICAL S ALES C YCLE : .................................................................................................................................12
S
OCIAL
C
ONTACT
M
ETHODS
: ........................................................................................................................12
B USINESS C ONTACT M ETHODS : .....................................................................................................................12
M
ETHOD OF
A
PPROACH
.................................................................................................................................12