Professional Selling - Desklib

This article discusses professional selling techniques and strategies to attract customers and improve sales performance. It includes prospect information, customer value proposition, sales call objective, linking buying motives, benefits, support information, and other reinforcement methods, current suppliers and key competitors, beginning the sales dialogue, anticipating prospect questions and objections with planned responses, earning prospect commitment, and building value through follow-up action. The article is relevant for students studying sales and marketing courses in universities and colleges.

Running head: PROFESSIONAL SELLING
Professional Selling
Name of the Student
Name of the University
Author note

1PROFESSIONAL SELLING
1. Prospect Information
A. Company Name- Woolworths Type of Business- Retail Supermarket
Key- Person Information
B. Prospect’s Name (Key Decision Maker): John Mourmourakis
Job Title- Manager
C. Other people involved in the purchase decision
Names/Job Title Departments Role in Purchase
DecisionDavid Platow Leadership Manager in Clothes and
Skin Care Department
Regarding the different
market transactions
before and post theRafieq Daniels Design Manager in Baby Products
Department
Proper cost benefit
analysis is done with the
help of the post purchase
comments of the
consumers
2. Customer Value Proposition: A brief statement of how you will add value to the prospect's business by
meeting a need or providing an opportunity. Include a brief description of the product or service:
A. Product/Service That Delivers Value: There are different products along with services that helps in offering value
to the customers in an effective manner. In Woolworths, the groceries provided by them to the customers is of high
standard and this has helped them in enhancing the customer service in an appropriate manner. Furthermore, this has
been noticed that Woolworths try to provide to the customers different products which are made available to the
customers at lowest prices and this helps the customers in believing in them more.
B. Value Proposition Statement: The value proposition statement of Woolworths is innovative kind
of thinking along with proper leadership gained through proper leadership and the main commitment
of the company is to save people as this helps in living a better life. Woolworths tries to excel in the
different values by proper creation of the supply chain management and moving the different products
from the different suppliers to the buyers in a proper and timely manner.

2PROFESSIONAL SELLING
3. Sales Call Objective (must require customer action, such as making a purchase, supplying
critical information, etc.):
Sales call objective is the main criteria which is required to be ascertained in an effective
manner which will help the organization in introducing different kinds of products to the customers in
an efficient manner. Furthermore, there are different kinds of objectives which is required to be
identified such as informing the customers about the product effectively along with the different
critical information of the product appropriately as well.
This is the main duty of the employees is that the customer satisfaction is the main criteria
which is required to be ascertained and this will satisfy the needs of the customers as well. The
strengthening of the customer relationship is essential in nature which improves the brand image and
this will help in penetration of the account as well. The sales call objective will include the fact that
the customers should be provided with life time value which will help the company in managing the
sales and increase will be there in the profit as well. There will be four sales call which will be
reviewed effectively.
4. Linking Buying Motives, Benefits, Support Information, and Other
(Reinforcement Methods: Repeat for each person who will be involved in the upcoming sales
call.)
Buying Motives: Specific Benefits
matched with
Buying motives
Information needed
to support claims
for each benefit
Where appropriate
methods for
reinforcing verbal
content
(Audio/visual
collateral material
illustration

3PROFESSIONAL SELLING
testimonials etc.)
The customer will be
buying the groceries
which are the
immediate needs
The customer feels
that the products
which are sold by
Woolworths are
having quality and
this will satisfy their
specific benefits as
well
There are different
benefits of each of
the products which
are sold by
Woolworths wherein
this is seen that the
quality and price
matters
Proper illustrations
were provided to the
customers with the
usage of the audio
clip
The second
customer will buy
different products
because of the
quality provided to
the customers in an
efficient manner
The second
customer feels that
there are different
products which are
not available in other
stores and this is
matched with the
buying motives as
the quality is the
prime factor
Secondly, the offers
and discounts
provided by
Woolworths is
remarkable
Proper example and
quality check has
been done with the
help of proper video
clipping which
helped customers
The third customer
buys products from
the respective store
as they have the
status which is
fearing them to buy
The third customer
analyze that the
specific benefit such
as receiving huge
offers and discounts
which implies that
The benefits
provided by
Woolworths has
been able to increase
the sales and
revenue of the
Lastly, the
testimonials are
being provided to
customers to help
them to be
knowledgeable on

4PROFESSIONAL SELLING
products from the
store
Woolworths tries to
provide the customer
with satisfaction
company different products
5. Current Suppliers and Other Key Competitors
Competitors Strengths Weaknesses
Coles Impressive online order and
delivery
The pricing strategies is
attractive and promotional offers
are essential
Coles operate on lower
margins
Negative kind of
publicity in the market
affects the market in a
negative manner
Aldi Claims to sell top quality
products
Offers different products at
affordable range
Relatively small in
comparison to the other
competitors
There are times when
there are low quality
items which are cheap in
nature
6. Beginning the Sales Dialogue
Assessment: In the assessment, this has been seen that the main motive will be to
attract customers.
Discovery: The delivery proposition includes the technique such as offering discounts
and offers which will attract more customers in competitive market.
Activation: The activation of the sales technique will be done wherein the activation
process will help in managing the preferences of the customers.
Project: The main aim of the project is to improve the overall performance of the
sales procedure of Woolworths to gain more competitive advantage.

5PROFESSIONAL SELLING
Transition to Presentation: The transition to the presentation includes that the
presentation is attractive in nature which will attract more customers in the market and this
will help the customers to be aware of the products.
7. Anticipating Prospect Questions and Objections with Planned Responses
Questions/Objections Responses
What is the business problem being you
facing with this offering?
The main business problem is relating to the
price of the product which is not up to the
standard and this affects the entire
productivity
What are the different hurdles which
cropped up while performing this project?
The different hurdles included the different
types of quality and price issues which was
not easy to handle
8. Earning Prospect Commitment
A preliminary plan for how the prospect will be asked for a commitment related to the sales
call objective:
When the customer is satisfied with the call from the sales executive, this can be seen
that the customers are satisfied in nature and they are ready to do the purchase in an effective
manner with proper communication and presentation skills.
9. Building Value through Follow-up Action
Statement of follow-up action needs to ensure that the buyer-seller relationship moves in
positive direction
Proper follow up action helps in moving the buyer and seller relationship in a positive
direction. This can be seen that in Woolworths need to increase the market share by ensuring
that the company will make huge profit.
The statement of Woolworths is: To improve the sales of the company by introducing
a training program which will help the company and the customers to gain competitive
advantage effectively.