The sales channel support process involves:Sales Channels Support

  • Sales representatives who meet with prospects
  • Retail staff at retailers
  • Agents – partners or alliances who sell on behalf of the company
  • Wholesalers and distributors who also sell on behalf of the company.

Here are the ‘7P’ stages of Sales Channel Support:
1. Prospecting – identifying potential customers
2. Preparation – customer and competitor research
3. Presentation – demonstration and discussion
4. Possible problems – handling objections
5. Please give me the order – closing the sale
6. Pen to paper – recording relevant details
7. Post-sales service – developing a long-term relationship

Prospecting is:

  • Identifying potential customers through contacting them through different forms of marketing communications
  • Profiling their characteristics and product interests and their overall response.

Preparation involves researching customers:

  • How big is the customer?
  • What is their need?
  • Who supplies them currently?
  • Who are the decision makers influencing purchasers (for B2B)?
  • How important is the purchase?
  • When will they buy?
  • Previous order history

Presentation involves different activities such as:

  • Asking questions to determine needs
  • A formal presentation
  • A demonstration of the product, on paper, on video, on a lap top or on a web site
  • Explanation of the features and benefits

Customers’ objections are voiced before, during or after a presentation. Sometimes an objection is a ‘buying signal’ as the buyer seeks answers to questions he or she may be asked later.Objections can be countered by:

  • Anticipating objections
  • Developing convincing answers for each objection
  • Knowledge of competitors strengths and weaknesses
  • Additional incentives to encourage sale

Closure – the crucial stage depends on:

  • Timing – experienced sales people know when is the best time to close.
  • Honesty – ask for the order.
  • Do not oversell-stop selling once the buyer agrees to buy.
  • Keeping contact – if immediate closure is not possible, establish times for follow-up calls or meetings

Record the order, key points discussed, any outstanding issues, opportunities for additional sales, referrals. This can be literally on paper, or onto a laptop or other electronic device.Post sales support involves:

  • Order acknowledgement
  • Assistance with installation or first use of the product
  • Answering any questions about usage and application
  • Follow-up courtesy calls to ask whether the customer needs further assistance

Post sales service helps deepen the relationship with the customer.Here are the ‘7P’ stages of Sales Channel Support:
1. Prospecting – identifying potential customers
2. Preparation – customer and competitor research
3. Presentation – demonstration and discussion
4. Possible problems – handling objections
5. Please give me the order – closing the sale
6. Pen to paper – recording relevant details
7. Post-sales service – developing a long-term relationship

Prospecting is:

  • Identifying potential customers through contacting them through different forms of marketing communications
  • Profiling their characteristics and product interests and their overall response.

Preparation involves researching customers:

  • How big is the customer?
  • What is their need?
  • Who supplies them currently?
  • Who are the decision makers influencing purchasers (for B2B)?
  • How important is the purchase?
  • When will they buy?
  • Previous order history

Presentation involves different activities such as:

  • Asking questions to determine needs
  • A formal presentation
  • A demonstration of the product, on paper, on video, on a lap top or on a web site
  • Explanation of the features and benefits

Customers’ objections are voiced before, during or after a presentation. Sometimes an objection is a ‘buying signal’ as the buyer seeks answers to questions he or she may be asked later.Objections can be countered by:

  • Anticipating objections
  • Developing convincing answers for each objection
  • Knowledge of competitors strengths and weaknesses
  • Additional incentives to encourage sale

Closure – the crucial stage depends on:

  • Timing – experienced sales people know when is the best time to close.
  • Honesty – ask for the order.
  • Do not oversell-stop selling once the buyer agrees to buy.
  • Keeping contact – if immediate closure is not possible, establish times for follow-up calls or meetings

Record the order, key points discussed, any outstanding issues, opportunities for additional sales, referrals. This can be literally on paper, or onto a laptop or other electronic device.Post sales support involves:

  • Order acknowledgement
  • Assistance with installation or first use of the product
  • Answering any questions about usage and application
  • Follow-up courtesy calls to ask whether the customer needs further assistance

Post sales service helps deepen the relationship with the customer.