- LG Refrigerator User Manual

2
Table of Contents
PRODUCT/SERVICE INFORMATION
.............................................................................................. 4
P
RODUCT OR
S
ERVICE
D
ESCRIPTION
...............................................................................................................4
C
OMPANY
D
ESCRIPTION
..................................................................................................................................4
PERSONAL SELLING PHILOSOPHY
................................................................................................ 5
M
Y
P
ERSONAL
S
ELLING
P
HILOSOPHY
.............................................................................................................5
Market Setting: ...........................................................................................................................................5
Personal Selling: ........................................................................................................................................5
Problem-solving Training: .........................................................................................................................5
RELATIONSHIP STRATEGY
................................................................................................................. 6
M
Y
R
ELATIONSHIP
S
TRATEGY
: 6
Typical sales-customer relationship: .........................................................................................................6
Attitude of Salesperson:.............................................................................................................................. 6
Appearance: ...............................................................................................................................................6
Relationship Strengthening Methods: ........................................................................................................6
Own Communication style: ........................................................................................................................7
PRODUCT AND FEATURE BENEFITS
............................................................................................ 8
BRIEF COMPANY DESCRIPTION: ....................................................................................................................... 8
P
RODUCT OR CREATED PRODUCT SOLUTION
: ................................................................................................... 8
TECHNICAL EXPERTISE NEEDED:......................................................................................................................8
L
IFE
C
YCLE
: ....................................................................................................................................................8
PRICING:..........................................................................................................................................................8
FEATURE ......................................................................................................................................................... 8
C
ORRESPONDING
B
ENEFIT
...............................................................................................................................8
CUSTOMER STRATEGY
....................................................................................................................... 10
T
YPICAL BUYING MOTIVES OF PROSPECT
:......................................................................................................10
Q
UESTIONS SUCH AS THE FOLLOWING WOULD HAVE TO BE ASKED BY THE SALESPERSON TO ENSURE A
RELIABLE SALE
. .............................................................................................................................................10
THE TYPICAL PROSPECT AS AN INDIVIDUAL (AND AS A COMPANY REPRESENTATIVE, IF APPROPRIATE): ........10
TOOLS FOR MANAGING AND TRACKING PROGRESS WITH CUSTOMER RELATIONSHIPS AND PROSPECTS (CRM,
ACT!,
ETC
.): ................................................................................................................................................. 10
LIST OF PROSPECTS & DECISION-MAKING METHOD USED ............................................................................. 11
POTENTIAL SALES VOLUME .......................................................................................................................... 11
BUSINESS CONTACT
............................................................................................................................. 12
PRESENTATION OBJECTIVES: .........................................................................................................................12
TYPICAL SALES CYCLE:................................................................................................................................. 12
SOCIAL CONTACT METHODS:........................................................................................................................12
BUSINESS CONTACT METHODS:..................................................................................................................... 12
METHOD OF APPROACH.................................................................................................................................12