Professional Selling: Techniques and Strategies for Effective Sales

This presentation covers the unique opening, identified problems, features advantages and benefits, pricing, objections, needs payoff, presentations of the product, and references related to professional selling. It discusses various techniques and strategies for effective sales, including product positioning, sales promotion, pricing strategy, and more. The presentation also includes references from various sources to provide a comprehensive understanding of the topic.

PROFESSIONAL SELLING

UNIQUE OPENING
• Canon Cameras
• Customer Experience
• Sympathy and creativeness
• Value proposition

IDENTIFIED PROBLEMS
• Product samples
• Open ended questions
• Product portfolio
• Buying decisions

FEATURES ADVANTAGES AND
BENEFITS
• Canon cameras
• Features of the products
• Interest style

PRICING
• Premium pricing
• Value pricing
• Overcoming the objections
• Cost effectiveness

OBJECTIONS
• Cost effectiveness
• Competitive advantage
• Positioning strategy

NEEDS PAYOFF
• Problems and implications
• Complicated sales process
• Shipment of the products

PRESENTATIONS OF THE PRODUCT
• Selling aids
• Benefits and features of the product
• Customer communication

REFERENCES
• Akpoyomare, O. B., Adeosun, L. P. K., & Ganiyu, R. A. (2013). Approaches for generating and
evaluating product positioning strategy.
International Journal of Business Administration,
4(1), 46.
• Brenner, H., & Dörfler, W. (2017). Marketing und Sales. In
Exportpreise richtig kalkulieren und
erfolgreich verhandeln (pp. 81-82). Springer Gabler, Wiesbaden.
• Chaharsoughi, S. A., & Yasory, T. H. (2012). Effect of sales promotion on consumer behavior based on
culture.
African journal of business management,
6(1), 98-102.
• Evans, K. R., McFarland, R. G., Dietz, B., & Jaramillo, F. (2012). Advancing sales performance research:
A focus on five underresearched topic areas.
Journal of Personal Selling & Sales Management,
32(1),
89-105.
• Fill, C., & Turnbull, S. L. (2016).
Marketing communications: brands, experiences and participation.
Pearson.
• Hinterhuber, A., & Liozu, S. (2012). Is it time to rethink your pricing strategy?.
MIT Sloan Management
Review,
53(4), 69.
• Nagle, T. T., & Müller, G. (2017).
The strategy and tactics of pricing: A guide to growing more
profitably. Routledge.
• Posner, H., Williams, S., & Posner, H. (2015).
Marketing fashion: strategy, branding and promotion.
Laurence King Publishing.
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