Page 36 - Banking Finance August 2020

ARTICLE

Importance of Sales Planning o Helping MOs in preparing their catchment area plan
(Territory Planning )
o Better implementation of corporate plans
o Enabling cross sell initiatives at branches
o Provide a sense of direction
o How the product fulfills customers' needs and
o Focus on realistic objectives
expectations
o Improve coordination
o Any other relevant information which leads to selling
o Facilitate control of product or services more efficiently.
o Ensure healthy interpersonal relationships

o Reduce Uncertainty and Risk. Building Rapport
o Smile
Importance of Sales & Sales Persons o Listen
o Sales persons are the life blood of an organization o Do your Homework
o The survival of an organization depends on the o Use the Customer's Name
effectiveness of its sales force in convincing customers
o Be on Time
to make the purchase decision and ensuring customer
satisfaction with the purchase there after o Dress Professionally

o A super salesman is one who has the ability to create o Give Sincere and Specific Compliments
discontent in a customer about the product he is o Never Knock The Competition
presently using and convince him to buy the new
product the salesman is offering.
Presenting
o Prevent any of the sales people from venturing into the o Always Ask - Never Assume
field without having complete knowledge about the
o Let the Prospect Help make The Sale
product
o Paint a Word Picture
o Salesperson should not promise more than what the
company can deliver. o Use Logic and Emotion
o Product knowledge-increasing product knowledge is an o Speak in Terms of "Investment" rather than "Cost" or
essential task for every sales person. It is a vital tool "Price"
which will help you achieve success in selling. Sales
o Think in Terms of the Prospect's Needs
people need to know:
- What the product is o Use a Barometer during Your Sales Presentation
- What the product does

- How the product fulfills customers' needs and
expectations
- Any other relevant information which leads to
selling of product or services more efficiently.
o Develop business strategies to meet / exceed targets
o Undertake outbound and inbound activities

o Deploying marketing officers for liability and asset
acquisition depending on the area potential.
o Monitoring lead closure and proper corrective actions

o Direct the efforts of MOs towards bulk acquisition of
Savings and current accounts

36 | 2020 | AUGUST | BANKING FINANCE