GRID FOR SALES EXCELLENCE SALES EXCELLENCE SALESMAN GRID

HIGH

1,9 People oriented. I am the customers friend I went to understand him and respond to his feeling and interests so that he will like me. It is the personal bond that leads him to buy from me

9,9 Problem solving oriented I consult the customers so as to inform myself about the needs in his situation that my product can satisfy. We work towards a sound purchase decision which yields him the benefits he expects from it.

5,5 Sales Training oriented. I have a tried and true routine for getting a customer to buy. It motivates him through a blended Personality and product emphasis.

1,1 Take it or leave it. I place the product before him and it sells itself as and when it can

9, I Push the product oriented. I take charge of the customer and hard sell him piling on all the pressure it takes to get him to buy.

LOW LOW 1 2 3 4 5 6 7 8 HIGH

CONCERN FOR SALES

SALES AND MARKETING MANAGEMENT SALES EXCELLENCE CUSTOMER GRID

HIGH 1, 9 Push over a salesman who likes me recommends something, it must be good. I am likely to buy it. I seem to buy more than I need, and many things dont suit. 9, 9 Solutions purchased. I have already surveyed my general needs and now am looking for the special product that will satisfy them best at the price I can afford.

5,5 Reputation buyer the best guide to purchasing is other peoples experience tested over the long term. A products prestige can enhance my own if I can purchase it.

1,I couldnt careless. I avoid salesman if I can. Seeing them is bother. If there is any risk of my being wrong, the boss had better okay the purchase decision.

9,1 Defensive purchase. No salesman is going to take advantage of me Instead I will dominate him

LOW LOW 1 2 3 4 5 6 7 8 HIGH

CONCERN FOR PURCHASE

APPENDIX 9

GRID FOR SALES EXCELLENCE

A 9,9 oriented Salesman is committed to selling a solution to his customers problems. For these reasons be : 1. 2. 3. 4. 5. 6. 7. 8. 9. Has expert knowledge of his products. Gains an in-depth knowledge of his customers. Keeps well informed of competition. Is ready to compare competitors products objectives with his own products and statistics. Helps the customer to make a reasoned purchasing decision. Gains the customers active participation and involvement in the sales interview. Tries to identify underlying reasons when conflict arises and to work them through to a common understanding. Sees the customers thoughts and emotions as of a whole cloth, needing to be integrated within the sales interview. Samples and tests the customers knowledge during the opening to 10. 11. 12. 13. 14. assess where to begin and where to correct any misunderstanding he has. Conducts the interview as a problem solving discussion. Creates opportunities for the customers to express and discuss objections early and throughout the interview. Summarizes the discussions as the basis for moving towards a close. Shows a strong interest in understanding the customers reasons when the closing is unsuccessful. Keeps sound contact with the established accounts

GRID FOR SALES EXCELLENCE

15. 16. 17. 18. 19. 20. 21. 22. 23. 24. Treats the prompts and positive handling of complaints as of utmost importance in maintaining an account. Keeps personal integrity constantly. Deals with business in a flexible but customer satisfying way. Plans and schedules activities in terms of sales. Prospects by treating every customer as a gatekeeper and by continuously analyzing the market. Sees that service commitments are met with top grade services provided. Controls his expenses to get value in terms of sales realization from the money he spends. Criticizes himself to find out the causes of his failures as well as his successes. Uses the profit logo of a private enterprise society to guide his selling actions. Gives help that is over and above the business requirements of his sales contracts in a free and spontaneous way.