Elements of the Personal Selling Process No 2 salespersons use exactly the same sales method‚ but it is generally a seven step process: 1. Prospecting and Evaluating Seek names of prospects through sales records‚ referrals etc.‚ also responses to advertisements. Need to evaluate if the person is able (Undergraduate degree to attend a graduate program)‚ willing and authorized to buy. Blind prospecting-rely on phone directory etc. 2. Preapproach (Preparing) Review key decision makers esp. for
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Cross-selling stands for being able to offer to the existing bank customers‚ some additional banking products‚ with a view to expand banking business‚ reduce the per customer cost of operations and provide more satisfaction and value to the customer. For instance‚ when a bank is in a position to sell to a deposit customer (say saving bank or term deposit)‚ a loan product such as housing loan‚ credit card‚ personal loan or vice-versa‚ this would result into additional business and lead to low per
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THE SUPPLY CHAIN MECHANICS Case study New Warehouse Design and Construction for Food Manufacturer BENEFIT MEASURE Service level improvement Increase from 95% to 98-99% Warehouse consolidation £0.9M saving per annum Internal product transfer saving £0.8M saving per annum Storage capacity gain Operator and Supervisor training Increase from 26.5K to 43K pallets 180 people trained The scenario Britain’s biggest food manufacturer wanted a centre for warehousing best practice at one of their
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Resources Information System WBS Dictionary Level WBS Code Element Name Definition 1 1 Human Resources Information System All work towards implementing an HRIS. 2 1.1 Initiation The work to initiate the project. 3 1.1.1 Evaluation & Recommendations Working group to evaluate solution sets and make recommendations. 3 1.1.2 Development of project charter Project Manager to develop the Project Charter. 3 1.1.3 Deliverable: Project charter submitted Project Charter is delivered
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| |First of a series of six templates for project plan and schedule development. This guideline lists the process steps for developing a work | |break down structure that identifies all the tasks in the project’s work‚ the first step in creating a detailed project plan and schedule. | |Several Work Breakdown Structure examples are provided to demonstrate the results.
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SALES PRE-APPROACH The preapproach step includes all the information-gathering activities salespeople perform to learn relevant facts about the prospects‚ their needs‚ and their overall situation. Then‚ on the basis of this information‚ salespeople plan their sales presentations‚ selecting the most appropriate objective for each call. Customer Research The sales rep should learn everything possible about the prospective customer’s business—its size; its present purchasing practices; the location
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Work Breakdown Struture PROJ 586-6312 July 19‚ 2013 Professor Tony Kapsak Work Breakdown Structure 1. Reyes-Torres Wedding Coordination 1.1. Establish budget and top priorities 1.1.1. Browse for style and color for the wedding 1.1.2. Create guest list 1.1.2.1. Guest list for rehearsal 1.1.2.2. Guest list for reception 1.1.3. Set possible date for events 1.1.4. Browse locations for ceremony and reception 1.2. Arrangements 1.2.1. Arrange services 1.2.1.1. Photographer/Videographer
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ADVANCE PROJECT MANAGEMENT Project Management Process [In Construction Project] Ibtisam‚ Badar Reg.No— CIIT/SP13-RPM-292/CVC CIIT/SP13-RPMEmail: sp13rpm292@vcomsats.edu.pk Project Management Process | 2 Project Management Processes A PROJECT MANAGEMENT Process is the management process of planning and controlling the performance or execution of a project. Project management is one of the critical processes of any project. This is due to the fact that project management is the core
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ESAM M1 Alternance Business English Case Study : Selling A partnership agreement - How can a jet charter company stay ahead of the competition? Background EPJS (Executive and Private Jet Service) is a jet charter company. lt arranges travel in private jets for top executives and VIPs (very important people). It provides a customised service‚ looking after all its customers’ requirements‚ from booking tickets to transporting air travellers to their final destination. It is currently negotiating a partnership
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Mediquip: “Science of Selling is in the Process” It has oft been thought that the science of selling is in the process. This mantra is precisely what failed the protagonist of the Mediquip case. As with any scientific method‚ success revolves around a defined process that‚ when correctly executed‚ achieves an optimal result. Kurt Thaldorf failed to formulate and follow the correct selling process and resulted in a loss of sale. The following examines Kurt’s failure and attempts to identify changes
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