Sales Process

1
Sales Process Management

• Mod 3 4
• Client Behaviour
• Is it really rational and how can we use it to
  our advantage?

2
Buyers Role

• Who are these people and what are their
  objectives?
• What do we need to understand to more effectively
  sell to them?

3
Types of Customers

• OEM
• End Users (ie., equipment for plants etc)
• Government
• Institutions
• Resellers (fancy name for retail)
• Consumers

4
Overview of ConsumerBuying Process
5
A Model of Organizational Buying Process
Organizational buying process
6
A Model of Organizational Buying Process
Organizational buying process increased detail
Post evaluation
Place receive order
Evaluation selection
Receive review proposals
Search for qualified alternatives
Identify detailed specs
Defn of required pdt/service
Need recognition
7
Types of Buyer Needs

• Situational
• Functional
• Social
• Psychological
• Knowledge

8
Group And Individual Influences What impact will
these have?
Cultural Culture Sub- culture Social class
Social Reference groups Family Roles and sta
tus
Personal Age and life-cycle Occupation Economi
c situation Lifestyle Personality and self-conce
pt
Psycho- logical Motivation Perception Learning
Beliefs and attitudes
Buyer
9
Marketing Influences What impact will these have?

• Product
• Price
• Promotion
• Place

10
Situational InfluencesWhat impact will these
have?

• Physical surroundings
• Social surroundings
• Temporal perspective
• Task definition

11
Business Buying Influences
12
Buying RolesWhere is your buyer?

• May have seen Give me an example
• Initiator
• Influencer
• Decider
• Buyer
• User

13
Balancing Organizational Factorswhen buying

• Many factors affect buying decisions
• Economic
• Quality
• Service

14
But wait Sourcing is changing

• Companies are changing to Global Sourcing and
  Centralized Purchasing to save money
• Where is the sales professional in all this?

15
Styles

• Pg 78 PS 163 BPS
• Myers Briggs
• Colours
• Pooh Characters

16
Understanding their Personalities

• There are numerous personality models
• I want to explore one I find very easy to
  remember
• The Winnie the Pooh Personality Traits

17
Understanding their Personalities

• Winnie the Pooh (Blue)
• Owl (Green)
• Rabbit (Gold)
• Tigger (Orange)

18
Understanding their Personalities Winnie the
Pooh (Blue)

• How others may see him
• Overly emotional
• Bleeding heart
• Mushy
• Hopelessly naïve
• Too Touchy-Feely
• Too nice
• Too Trusting
• Smothering

• How he sees himself
• Compassionate
• Romantic
• Spiritual
• Idealistic
• Caretaker
• Sympathetic
• Great Communicator

19
Understanding their Personalities Owl (Green)

• How others may see him
• Intellectual snob
• Arrogant
• Heartless
• Doesnt care about people
• Afraid to open up
• Critical, fault finding
• Ruthless
• Unrealistic

• How he sees himself
• Superior intellect
• 98 Right
• Powerful
• Objective
• Creative
• Visionary
• Calm, not emotional
• Precise, not repetitive
• Able to find flaws
• Under control

20
Understanding their Personalities Rabbit (Gold)

• How others may see him
• Rigid
• Bossy
• Controlling
• Dull, boring
• Stubborn
• Opinionated
• Judgmental
• Uptight
• Predictable

• How he sees himself
• Stable
• Providing Security
• Dependable
• Firm
• Always have a view
• Efficient
• Decisive
• Organized person
• Punctual
• Goal oriented
• Executive type
• Good planner

21
Understanding their Personalities Tigger (Orange)

• How others may see him
• Irresponsible
• Flaky
• Goof off too much
• Disobeys rules
• Manipulative
• Scattered
• Cluttered
• Not able to stay on task

• How he sees himself
• Fun-loving, enjoys life
• Spontaneous
• The life of the party
• Flexible, adaptable
• Carefree
• Eclectic
• Can deal with chaos
• Curious welcomes new ideas

22
How will this information help us

• When you work with a group, do you ever wonder
  why someone there bothers you?
• Do you find yourself frustrated by some and seem
  to get a long with others?
• Could you be having a clash of personalities?
• Do any of these personalities ring a bell?

23
The Communication Process
Decoding
Encoding
Message
communicated
Sender
Receiver
Noise
Response
Review
24
Why do words, phrases and voice characteristics
matter?

• Given what we are talking about, do these things
  really matter?

25
Given the communication process how can we
improve it for everyone

• What do you think?

26
Non Verbal Communication

• How important is this form of communication and
  why?
• How can we use it to our advantage?