Ch17 Personal Selling and Sales Management

  Relationship selling (consultative selling)is a sale practice that involves building maintaining and enhancing interactions with costumers in order to develop long-term satisfaction through mutually. The fact that Coca-Cola is a well  known brands all over the world led us to the understanding that this company is doing a good job in building and kipping relationship with the costumers. According to the Coca-Cola Journey 100.000 Coke Vending Machine in North America will accept Apple pay by the end of this year . This is a great news for all Coca cola consumers and also a big steep for the Company . Now the company will closer  be able to collect more information about its costumers then before . This is an example of how company use  interaction to exchange information. Customers will benefit buy having a better ,save and fast process and the company will be able to Capture Customer  Data .

Steps in the selling process:
1-Generating Leads (prospecting)
This steep is related with identification of those firms and people most likely to buy the sellers offering.
The Coca-Cola company has been able to generate leads by advertising ( the company will have new slogans and new advertisement  all the time and everywhere.
2-Qualifying Leads
This steep involves determining whether the prospect has three things such as : a recognized need, buying power, receptivity and accessibility .Coca -Cola Company recognizes the need by collecting information thru technology and web side pages.
3-Aproching the customer and the probing needs.
This is a sort of home work that a sale person must do before he /she contacts a prospect.
Coca cola has official web sides where the Company inform customers about the product  and different events.
4- Developing and proposing Solutions
After a company or a sale person has gathered the appropriate information about what the client want, the next step is determine whether the company's product  will satisfy the needs.
5-Handling Objection
6-Closing the sale
Negation the process during witch both the salespersons and the prospect offer special concessions in unattempt to arrive at sales agreement.
7-Following-up
It is the final steep of the selling process where the company ensure every thing goes well.