Question

1. Imagine you are trying to sell your digital marketing services to local small firms. Explain how you would use each of the six steps in the selling process.

Answer 1

Step1 Prospecting- Research about the needs and wants of local small businesses which can only be fulfilled by digital marketing services or find out what are their digital marketing requirements which help them to develop and grow their business. After that analyze which needs or wants our marketing service can fulfill and find out whether potential clients can afford the product or service.

Step2 Preparation- In the step we collect all the relevant information and develop initial sales presentation which we show to our prospect clients. As a sales manager it is my duty to deeply know about the product’s description, price and competitors’ product.

Step3 Approach- The best approach which suited here is question approach, I will ask question to get the prospect client’s interest in our product. For example, “Does your company lagging behind from competitors who are using digital marketing services for their products and services and do you earn less revenue than them?”

Step4 presentation- Now it is the time for prospect client to speak, I actively listen to their needs and want and demonstrate them how your needs and wants can be fulfilled by using that particular product.

Step5 Handling objection- If you are well prepared then this step is not occur, so I will be well prepared and having right information about the product at hand to address them completely and convincingly.

Step6 Closing and Follow up- By giving discounts, options of cash or credit transactions, and this deal closed and prospect clients become customers and for making them loyal customer, I will build a long term relationship with them, so they can promote our product to other local small businesses.

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