Sunday, 28 April 2024, 8:14 PM
Site: Bcom International Supply Chain Management
Course: Bcom International Supply Chain Management (IMM)
Glossary: SCS Glossary
VerbalCommunication through spoken words. |
Non-verbalNon-verbal communication is all forms of communication without words. It includes apparent behaviours such as facial expressions, eyes, touching, and tone of voice. It also includes less obvious messages such as one’s clothes (dress code), posture, and the spatial distance between two or more people. |
GoalsGoals reflect personal ambitions and wants, and to succeed, goals need to be formally set. In short, goals are highlighting what a salesperson wants to achieve, and how they will do so. |
Time Management Good time management enables you to work smarter – not harder – so that you get more done in less time, even when time is tight and pressures are high. It is a process of planning how you will spend your time per task. |
TechnologyApplication of scientific knowledge to the workplace or everyday life. Technology aids us in completing tasks and storing data more effectively and to analise data. Software applications are technology tools that aid us in everyday life as well as the working environment. |
ProspectingProspecting is the process of searching for new clients/customers. |
Planning the Sales CallPlanning the sales call is often referred to as the pre-approach and is a set of tasks that the salesperson has to perform before actually meeting the prospect for the first meeting. |
Approach and Sales Presentation MethodsThe sales approach and presentation techniques are vital not only to the success of the sale, but to building long-term relationships with customers. The sales approach starts when the salesperson first comes into contact with the buyer, when the actual discussion about the product or service begins. The sales presentation is when the salesperson uses an actual presentation, which could be by speaking or by using visual demonstrations to highlight how the product or service will be of benefit to the customer. The goal of the sales presentation is to sell the product or service to the prospect. |
Handling ObjectionsObjections are when someone says no or disagrees with your point of view. Handling objections is the process of dealing with objections to resolve the issues identified. |
Closing the SaleThe art of closing a sale has many salespeople believing that if they master the art of closing a sale, they will be known as the best salesperson. Closing, however, is not one technique that is used at the end of the sale. The process of closing starts the moment the salesperson meets the customer. Technically, ‘closing’ a sale takes place when products or services are delivered to the customer’s satisfaction and payments are received. Van Heerden and Drotsky (2018) define closing as ‘taking the order’. |