国际商务洽谈口语教程Unit 5 Entertaining Clients.ppt

Unit 5 Entertaining Clients Why entertaining clients The nature of personal selling Good product and technology are not enough. Client entertaining is an important part of personal selling in business market Entertainment helps build a deeper relationship with your clients It’s easier to get close to each other and make friends out of workplace It takes time to build relation Try to entertain your clients each time you meet them Seller-Buyer Relationship Buyers also need to build strong relationships with their suppliers to stay ahead of competition. Buyers are dependent on the relationships they have with their suppliers and are demanding that they adhere to high standards The establishment, development, and maintenance of relationships between exchange partners is crucial to achieving success Sources:Parsons, Amy L. What determines buyer-seller relationship quality? An investigation from the buyers perspective. Journal of Supply Chain Management Article date: March 22, 2002 Personal selling process Prospecting Prospecting refers to identifying and developing a list of potential clients. Pre-approach analyze all the info available about a prospect to understand as much about the prospect as possible Approach the actual contact the sales professional has with the prospect. Personal selling process Making the Presentation sales professional tells that product story in a way that speaks directly to the identified needs and wants of the prospect Overcoming Objections seek out prospects objections in order to try to address and overcome them Personal selling process Closing the Sale closing a sale happens when products or services are delivered to the customers satisfaction and payment is received Follow-up a critical step in creating customer satisfaction and building long-term relationships with customers Two kinds of relationship Transactional relationship Price driven, less costly(price, and time), l