3.  WHAT IS SELLING?
 WHY SOULD WE SELL?
 WHY DO WE NEED TO HIRE A SALES PERSON?
 WHAT IS A SALES PERSON HAVE TO OFFER HIS
CUSTOMERS?

4. PROVIDING THE PROPER SOLUTION FOR ANY
PROBLEM(AND EVERYONE HAVE PROBLEMS).
 SO THE SELLING PROCESS ARE IMPORTANT
ONLY WHEN WE SEE THAT
 AND WE SHOULD SELL BECAUSE…
(NOTHING HAPPENS UNTIL SOMEONE SELLS
SOMETHING)⁽ Zig Zigler ⁾

12.  Any sales representatives would like to make an
effective sales calls, they will have to go through the
three Successful Selling Steps :
1. Business Planning
2. The Sales Cycle
3. Follow-Up

15. Thinking
what
something is
meaning and
understanding
analytic,
objective,
principles,
standards,
criteria,
both are
opposite reasoning
and judging functions
- people consciously
'prefer' one or the other
- Jung called these
functions 'rational'Feeling
whether it's
good or not
weight and
value
subjective,
personal, valuing
intimacy,
humane
Sensation
something
exists
sensual
perception
realistic, down-
to-earth,
practical,
sensible
both are
opposite perceiving
functions - people
consciously 'prefer' one
or the other - Jung
called these functions
'irrational'Intuition
where it's
from and
where it's
going
possibilities
and
atmosphere
hunches, future,
speculative,
fantasy,
imaginative

16. (E)
Extraversion or Introversion (I)
the focus or direction or
orientation of our
behavior - outward or
inward
'Attitude' or
orientation
(S) Sensing or intuition (N)
how we gather
information
Function(Jun
gian
'Irrational' or
MB
'Perceiving')
(T) Thinking or Feeling (F) how we decide
Function(Jun
gian 'Rational'
or MB
'Judging')
(J) Judging or Perceiving (P)
how we react to the world
- do prefer to make
decisions or keep open to
options (and also which
middle 'Functions' do we
favor)
Myers Briggs'®
added
dimension
equating to
Jung's
'Irrational'
and 'Rational'

17. D I S C
Dominance Influence Steadiness Compliance
decisive, dominant,
self-assured, forceful,
task-orientated, leads
and directs
motivates others via
influence and
persuasion, good
communication skills,
presents well, friendly,
inspires others,
gregarious
reliable, dependable,
process-orientated,
listener, friendly,
trustworthy, solid,
ethical, finishes what
others start and leave,
methodical, decides
according to process
painstaking,
investigative, curious,
decides using facts
and figures, correct,
checker, detailed
motivated by
responsibility and
achievement
motivated by
recognition and
personal approval
motivated by time,
space and continuity
to do things properly
motivated by
attention to detail,
perfection and truth
strong focus on task
and forceful style can
upset people
emphasis on image
can neglect
substance
dependence on
process -can become
resistance
need for perfection
can delay or obstruct
fears failure and loss
of power
fears rejection and
loss of reputation
fears insecurity and
change
fears inaccuracy and
unpredictability
rationalist idealist guardian artisan

18. There are three main steps to consider improving your sales
call effectiveness:
1. Pre-call planning (before you meet the customer)
Done prior to meeting your customer involves several steps
such as.. Reviewing customer’s past call notes, Setting call
objectives and Preparing sales tools.
2. The sales call (face to face contact with the customer)
There are several steps to be aware of: Opening, Probing,
Presenting Features and Benefits, Objection Handling, Etc.

19. 3. Post-call analysis and follow-up (after your sales call)
Writing notes which you make immediately after
finishing your call, these are what you will be
reviewing prior to your next appointment with the
same customer.
Without having these notes immediately written, you
will not have an effective call, not mentioning reaching
your call objective.
*Notes Should Include.. Objections whether handled
or not, and reaction ,next visit objective Etc...

20.  You are now hired as a sales representative with a
pharmaceutical company.
 On your first day on territory, the company has not yet
given you a list of physicians or pharmacies to call
on, no addresses or phone numbers or instructions.
 Eventually you must figure out: Who you should call
on to? and Where they are located ?
 What should you do, to be effective as a sales
representative?

21.  There are two solutions for this situation:
1. Trial and Error (Random survey)
This is a time consuming – high errors possibilities- leak
of accuracy-a lot of effort needed.
2. Planed Survey(Colleagues-Pharmacies- Address
books Etc.)
Saving time- high accuracy-minimal errors-minimize
effort needed.
So by proper planning you will get the best result , with
the minimum level of cost and effort

22.  What is the benefit of Pre-Call Planning:
1. Shortening the time of getting results
2.Maximize the use of the limited working time
3.Prevent surprises(such as questions I am not able to answer)
4. Adding value to every call.
5. Optimal use of the face to face call time.
6. preparing some Probing Questions to ask your customer during
the sales call
There is some questions that we call it “Throw- Away” questions
These are that kind of questions which will not give any valuable
information.

23.  On the other hand, there is three very important questions we
must ask ourselves, to make a proper pre-call planning
1. Why I am going to visit this customer?
2. What is the value that it will be add to this customer with this
visit?
3. What is my call objective?
And for that after every visit you have to ask your self one question
Did I achieved my objective from this visit?
Weather the answer by yes or no I must know how I did it or why
didn’t I?
Because this is a proven successes I must be able to repeat or a
mistake I must learn form it so that I will not repeat it.

24.  Why should we do Pre-Call Planning?
1. preparing my call based on the type of customer which
I going to deal with.
2. Type of customer also, will determine which sales
tools you will use during the call.
3. Previous call notes is very important, and they should
give you an idea about the customer needs.
4. Still You must consider the Time Allotment for you
with every customer.

25.  Introduction and Awareness
Customer is not yet aware that, you and your company or
even your product exist.
 Identification
At this stage you need to convince your customer that a
problem exist indeed .
 Knowledge
You must educate the customer about what the company
and its products can offer him or to his patient.
 Evaluation
This is where the customer takes some time to compare
your product with which he is currently using.

26. In the Evaluation stage there is something that we call it
the Buying Signals
These signs indicates to whether your customer
convinced in your products or no.
 Taking A Decision
Whether he will use your product or your competitors.