SELLING PROCESS USING SPANCO METHOD, Slides of Marketing

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SELLING PROCESS

SUBMITTED TO: PROF. GAANYESH KULKARNI SUBMITTED BY: 07 - ANKIT JOSHI 12 – ABHINABA MUKHERJEE 16 - PRANAV PARAB 1

TABLE OF CONTENT

 PROSPECTING

 PRE-APPROACH

 APPROACH

 PRESENTATION AND

DEMONSTRATION

 HANDLING OBJECTIONS

 CLOSING THE SALES

 FOLLOW UP

 SPANCO PROCESS

 SUSPECT

 PROSPECT

 APPROACH

 NEGOTIATION

 CLOSURE

 ORDER

 REFERENCES

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PRE-APPROACH



Pre-Approach is one of the initial steps

in the selling process.



It refers to the preparation that is

done to face the customers by a

salesman before approaching them.

 It includes customer analysis, abilities,

needs, wants about a customer so

that the process of sale is more

relevant to all the stakeholders.

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APPROACH



Sales person will make their first

personal connection with their

prospect or prospects.

 This step involves getting the potential

buyer or client to interact with sales

person by personalizing their meeting

or otherwise establishing rapport.

 The salesman must be able to attract

the prospect’s attention and get them

interested in the product.

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HANDLING OBJECTIONS

 5 th stage of selling process.  Most difficult step for salesman.  Handle & overcome objections arising during presentation & demonstration.  Satisfy the needs of customer in systematic 7

CLOSING THE SALES

th

stage of selling process.

Lock the deal after

negotiation.

Main objective of closing the

sale is to get the customer

in the mood of saying YES.

It is also a important step of

selling process.

8

SALES PROCESS

Sales is the key for every organisation.

It involves multiple processes to attract good amount of sales.

Processes differs from organisation to organisation and industry to industry. Sales has many stages which has been termed as 10

SPANCO PROCESS

 (^) Framework given by XEROX  (^) Abbreviation of 6 stages for sales cycle  (^) SPANCO stands for :  (^) Suspect  (^) Prospect  (^) Approach  (^) Negotiation  (^) Closure  (^) Order 11

PROSPECT

 Finding out qualified customers.  Checklist is made.  Filtering the suspects based on the checklist.  Customers show positive interest in your products or services. 13

APPROACH

Finding out your competitors or other vendors. Approaching the prospects via phone calls, emails and personal meetings. Approaching people who could help you in building relationship and getting order. 14

CLOSURE

Once the customer is satisfied with terms negotiated there is closure of your deal.

99% of cases where deal is closed means you have achieved the target. 16

ORDER

This the last and essential step.

Purchase order is created. Sales person need to pick the purchase order from the customer verify it and forward it for further processes. 17

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