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Wednesday, 15th May, 2003 |
Introduction of the Host
N. Rajesh Kumar, a graduate in Commerce, has over 20 years of field experience including 5 years of handling a Profit Centre and a couple of years of International Selling experience. He started his career as a Sales Executive and in a short span of time, was given the responsibility of handling the entire Country. Having started his sales career at a very early age he has had opportunities of working for different companies in
various industries like - Telecom, Office Automation and Computer Networking.
He has been conducting Training Programmes on Professional Selling Skills (PSS) for over 8 years now, based on his vast practical experience.
About the Class - Monthly
How much do you know about your average customer?
Select one of your customer record cards at random and answer as many of the following questions as you can. On completion, calculate the points you have scored.
Do you know...? Yes No
The Customer's full name (spelling and pronunciation)
Full title (Managing Director, Sales Manager etc.)
His/her background?
Length of time with his/her present company?
His/her interests and hobbies?
The receptionist's name?
Security Guard's name?
General Manager/Chief Executive's name?
Customer's assistant's name?
The customer's company's full range of products?
The customers competitors in the market?
The company's origin?
Whether they have branch office or associate companies?
Number of employees in the company?
Which of the rival companies he/she also deals with?
The best time of the day to call?
His/her motives for buying your product?
What 'unique selling points' would be of benefit to him/her?
What experience he/she has had with your rivals?
Score 10 points for every 'yes' answered. Your score as follows:
| 150-200 | Excellent |
| 120-150 | Good, but could be improved |
| 90-120 | Average. Probably reflected in the sales results. |
| 50-90 | Below average. Weak relationship with this customer. |
| 0-50 | Very poor. Do you really care about this customer? |
Queries on this lesson?
Mail us at onlinesellingskills@sitagita.com
or write
to us Onlinesellingskills, Sitagita Com Ltd.,
47, Chamiers Road, Chennai - 600 028.
Courtesy: Institute of PSS, No.14-A, Natesan Nagar,
Alapakkam Main Road, Chennai - 600 116. Tel: 044-476 7299 Mobile: 98400-40444