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Making the Major Sale

Published on Nov 20, 2015

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1.

Making the Major Sale

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2.

types of major sale

  • Repetitive sale (continuing relationship)
Photo by khalid almasoud
3.

Types of major sale

  • Non-repetitive sale
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4.

Strategic Selling
8 part process of strategic selling

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5.

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  • openning the selling process
  • qualifying the prospect
  • developing the sale strategy
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6.

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  • organizing the justification
  • making the presentation
  • coordinating resources and personnel
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7.

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  • closing the sale
  • nurturing the account relationship
Photo by Dennis' Photography
8.

Organizational Guidelines

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9.

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  • special sales force
  • regional sales management
  • small national account group
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  • separate division
  • top management
Photo by Enthuan
11.

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