Slide 1 : Paradigm Trainers Pvt. Ltd.
Welcomes you
For a
programme on
Challenges in Sales and Marketing
Slide 2 : Our Clients Engineering Hospitality IT Industries Construction Others Contextual Selling
About Paradigm Trainers : About Paradigm Trainers Since 1995 more than 9000 executives
from 500+ companies have benefited
from our Training & Consultancy
How We add value : How We add value By Management Consulting
In –House Customized Training
Standard Public Programs across the country
Slide 5 : Retailing About us: we offer solutions on various aspects of salesmanship Basic Selling Skills Advanced Selling Skills Customer Relationship Management Managing the Outstanding Collections
Slide 6 : Review of Classroom training – Salesmen have no time working under tremendous pressure no regular touch
The Four Ps : The Four Ps Marketing
Mix The Four Cs Customer
Solution Customer
Cost Communication Conven-
ience
Company Orientations Towards the Marketplace : Production Concept Product Concept Selling Concept Marketing Concept Consumers prefer products that are
widely available and inexpensive Consumers favor products that
offer the most quality, performance,
or innovative features Consumers will buy products only if
the company aggressively
promotes/sells these products Focuses on needs/ wants of target
markets & delivering value
better than competitors Company Orientations Towards the Marketplace
Customer Delivered Value : Customer Delivered Value
Age of Turbulence : Age of Turbulence Caused by Global Interconnectedness of
Countries &
Supply Chains
Management Response to Turbulence : Management Response to Turbulence Do Nothing
Panic - Do away with training.
Take countermeasures like budget cuts across board by fixed %
Slide 12 : OLD NEW Who’s job to think about customers Sell to Organize by Marketing Everyone Products One & All Specific Segment Customer Segment Changing Paradigm of Marketing Brand Building Advertisement Integrated Marcom Strategy Make everything Core Competence- Outsource Profit On Every Sale Long – Term Customer Value Aim More Market Share More Share of Customer Wallet Presence Local Global & Local
Moving up the Value Chain : Moving up the Value Chain Sell Commodities Add Feature Provide Better Service Provide Solution Less More Sell
Product Create
Value Price
Sensitivity Competition
Slide 14 : Creative Destruction is part of capitalism and companies will rise and fall based on the value they create for the customer.
Are you creating appropriate value?
Evolution of Marketing : Evolution of Marketing Grew out of Sales
Sales Execs had no time to write brochures, advt. copy or market research.
Separate dept though not as big.
Strategies : Strategies Early warning Signals
Scenario Planning: If competition were to launch a product with twice the features at half the price?
Flexible Budgets : Ask your team members what would you cut if revenues were to fall by 20%?
Social Networking : Social Networking Manage Internally or Outsource to know the buzz.
All the talk is negative
No talk about your company
Mixed feelings , Good /bad
Everyone raves about you - iPhone
Slide 18 : The Boss Customer Top Management Salesman
Slide 19 : Reality of a salesman: Positive aspects: Company exists and grows because and with him Results are measurable Keeps Adrenaline flowing Sense of achievement New challenges everyday
Slide 20 : Questions we want to ask you: Are there any issues or not? Which are the most critical ones? How should you like to address them? Anything other than training ? handholding etc
Slide 21 : Challenges: Sandwiched between Customer and the Boss Works under pressure Works alone most of the time Is not on home ground
Slide 22 : Prospecting – making cold calls generate new contacts getting appointments How do you initiate a new call ? prospect gives you less time relevance of Body language
Slide 23 : Sales and marketing is merging
Co – Creation: Companies invite customer to be their partners.
Social Networking : LinkedIn , Face Book
Blog
Slide 24 : How do you overcome the hurdles ? how Corporates make decisions ? how do handle gatekeepers ?
Slide 25 : Negotiation Skills Price is high other objections Order closing types of closing myths of order closing
Slide 26 : Financial aspects of Selling: Does the sale really bring in profits ? Top-Line and Bottom Line Cost of outstanding on the Bottom-line of the company
Slide 27 : For Sales Managers How do you identify the right sales guy ? Importance of Psychographic tests Importance of coaching and mentoring sales forecasting
Slide 28 : Salespersons who slog it in the field To manage time and stress How do you motivate yourself?
Slide 29 : Thank You Please send in your response to
paradigm_power@dataone.in
You can also post your comments on ( Blog address)
http://sellingwithease.blogspot.com
Ph: + 91 80 2320 7930