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DEVELOPMENT SALESMANSHIP

Pertemuan 9. DEVELOPMENT SALESMANSHIP. EXECUTIVE EDUCATION PROGRAM. www.hydro.co.id. UNDERSTAND SALES PROCESS. UNDERSTAND RELATIONSHIP. PROFESSIONAL SALESMANSHIP. Understand Customers. Understand Company. Understand Competitors. Understand Change. PROFESSIONAL SALESMANSHIP. SELLING.

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DEVELOPMENT SALESMANSHIP

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  1. Pertemuan 9 DEVELOPMENT SALESMANSHIP EXECUTIVE EDUCATION PROGRAM www.hydro.co.id

  2. UNDERSTAND SALES PROCESS UNDERSTAND RELATIONSHIP PROFESSIONAL SALESMANSHIP Understand Customers Understand Company Understand Competitors Understand Change PROFESSIONAL SALESMANSHIP SELLING MARKETING MIX DIFFERENTIATION MARKETING TACTIC How to Win the Market Share

  3. MEMAHAMI PROSES PENJUALAN • KONSUMEN MEMBELI BERDASARKAN NILAI • VALUE = YANG DI DAPAT – YANG DI BAYARKAN = YANG DI DAPAT / YANG DI BAYARKAN

  4. 60 30 0 30 60 100 100 BELI JANGAN BELI MASALAH KEBUTUHAN BIAYA MENGAPA ORANGMEMBELI SESUATU ?

  5. 60 30 0 30 60 100 100 BELI JANGAN BELI MASALAH KEBUTUHAN BIAYA

  6. PROSPECTING QUALIFYING SPESIFIC PROSPECT APPROACHING PRESENTATION & DEMONSTRATION  AIDA Selling  Consultative Selling  SPIN Selling  Customer Centered Selling ANTICIPATE BUYER RESISTANCE CLOSING & CONFIRMING THE SALE HANDLING THE OBJECTION MUTUAL SOLUTION  Transaction  Delayed Transaction POWERFUL SELLING TECHNIQUE

  7. QUALIFYING PROSPECT • IMPORTANT (DAYA BELI/PURCHASING POWER) • URGENT (WAKTU/TIME FRAME) • QUALIFYING DALAM 4 TYPE: • TIME BASED • VALUE BASED • MONEY BASED • NEED BASED

  8. AIDA SELLING • ATTENTION (PERHATIAN) • INTEREST (MINAT) • DESIRE (KEINGINAN) • ACTION (TINDAKAN)

  9. Part I Part II Part III Sales Person Prospect Time Need Discovery Product Selection Need Satisfaction CONSULTATIVE SELLING

  10. SPIN SELLING • SITUATION QUESTIONS • PROBLEM QUESTIONS • IMPLICATION QUESTIONS • NEED PAYOFF QUESTIONS

  11. CUSTOMER CENTERED SELLING Seller 8. Maintenance stage 1. Research stage reconsideration satisfaction 2. Analysis stage 7. Close stage selection menyadari Customer decision investigasi 6. Solution stage measurement criteria 3. Confirmation stage 5. Specification stage 4. Requirement stage

  12. CUSTOMER GOLD

  13. Service Cycle What How When Who

  14. Performance or Quality

  15. Expert of Quality • Semakinditerimasebuahproduk Mungkinkarenamanfaatnya Berartisemakinmempunyai Nilaitambahproduktsb, sehingga Dapatdikatakansemakinberkualitas • Semakinditerimasebuahproduk Mungkinkarenamanfaatnya Berartinilaisubstitusiproduktsb Semakintinggi, sehinggamemiliki Nilaiprioritasygsemakinbaik.

  16. Quality for Brand Image Andasedangkehausan, daningin membeliminuman air kemasan Stokkosong

  17. Brand Support for Sales • menarikdanmembangkitkanminat • punyanilaitambahdibandingkompetitor • hargaterjangkau / sepadan • support all item • reliable and durable • memenuhiharapan / mampumenjawab • survival • berkesanelegan • dinamis

  18. KemampuanSeseorangDalamMenjual • KepribadianMenunjang • MenguasaiSituasi • Jeli Dan Tanggap • MampuMenjawabHarapan • EmphatyTinggi • MeresponDenganWaktu • KestabilanEmosional • MampuMengendalikanSituasi • Prospektif

  19. Trickle Down Effect Kehadiranprodukdiharapkan: Menstimulasi network Mampumemenuhiharapankonsumen Menjanjikan Memilikipotensi / peluang Menumbuhkankepercayaan

  20. KEMAMPUAN PENJUAL DAPAT DI UPDATE MELALUI BERBAGAI SUMBER / METODE / CARA LITERATUR TRAINING LINGKUNGAN & PERGAULAN APLIKASI SOFTWARE INTERNET

  21. KEMAMPUAN PRODUK DALAM MENCIPTAKAN PENJUALAN KEMAMPUAN PENJUALNYA CARA PEMBAYARAN SPECIFIKASI PRODUKNYA BUDAYA KONSUMENNYA KEMAMPUAN PEMBELINYA TREND PENGGUNAAN PRODUK KELEBIHAN PRODUKNYA

  22. POTENSI PRODUK DALAM MENJUAL KAPASITAS MESIN MODEL WARNA INTERIOR KAPASITAS PENUMPANG KEMUDAHAN PERAWATAN IRIT BBM TEKNOLOGI

  23. SINERGI / INTEGRITAS – Jeane Muller KEMAMPUAN MENJUAL MERUPAKAN SINERGI ATAU GABUNGAN ANTARA KEKUATAN NILAI PRODUK DAN KEMAMPUAN ATAU KEKUATAN KOMUNIKASI PENJUALNYA DI SAAT YANG TEPAT PADA PEMBELI YANG TEPAT

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