From the course: Selling into Industries: Retail and Consumer Products
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The sales call and asking for the business
From the course: Selling into Industries: Retail and Consumer Products
The sales call and asking for the business
- All of the work you've done up to this point leads to the exciting day of making the official sales call with the buyer. You've followed the critical steps of the sales process, which is so essential no matter what type of product you're selling or to what kind of retailer. There's been the extensive research and market analysis completed. Collaborative efforts with all other departments to ensure that the product is priced properly. Packaged for consumer appeal and a marketing plan that is ready to be implemented to drive sales. Now it's just you and the buyer. It all comes down to this. Are you ready? I'm sorry if that makes your stomach tighten a bit, but isn't it amazing that the actual sales call is really just a very small percentage of the time you spend selling? All of the other critical steps of the sales process take up the days, weeks, and months leading up to the visit to the buyer's office. In theory, if you've done all of the planning, preparation, and analyses at an…
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