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Selling, Sales Management

In: Business and Management

Submitted By bauchuchu
Words 548
Pages 3
Question 1
If I were the salesperson for a new pest control service company that Jim Lo, who is a purchase agent and considers that his decision to order pest control service is a routine purchasing decision, does not use, I will process 3 steps to make a sale, such as making contact, closing the sale and following through.

Making Contact
In the very beginning stage, an invitation email will be sent to related parties for first approach and introduce our company background and products. After that, a courtesy call will be made to Jim Lo for brief company and product introduction and meeting arrangement.

Closing the sale
Before meet the potential customer, detailed slides and business proposal will be ready to introduce our company service offerings, competitive advantages and benefits.

During the meeting, business proposal and brochures will be available for Jim Lo. Also, a fruitful and interesting presentation will be performed to him to arouse his attention and got into the conversation to realize their actual needs. After the meeting, a tailor-made or fine-tune business proposal will be ready to ingratiate and build rapport with Jim Lo for consideration.

Furthermore, on site inspection will be free to Jim Lo’s company so that to reduce his post-purchase dissonance and overcome the difficulties encountered in service and respond to the problem quickly. While performing the service, we will be considerate, courteous, and careful with their belongings.

Following through
After the free trial, a follow up call will be made to Jim Lo to ask the feedback and satisfaction and reinforce our service offering’s features, prestige after sales service, competitive advantages and proactively leave my contact information for further contact.

As most of people react negatively to high pressure sales, after the above three processes, I would keep silent

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