Group Abhishek Banerjee

Udey SinghSarvpreet Bhatti

Kristina DiasSindhura Ravulapalli

Manpreet Singh

SALES & DISTRIBUTION MANAGEMENT

PATNI COMPUTERS – SOLUTION SELLING

Solution selling is a special approach to sales.

The salesperson focuses on the customer's pain(s) and addresses the issue with his or her offerings (product and services). The resolution of the pain is what constitutes a true "solution".

More of a pull strategy

PROCESS OF SOLUTION SELLING Prospecting Diagnosing customer needs Crafting a potential solution Establishing value Bargaining for access to decision-makers Positioning proof, ROI and the total

solution Negotiating a win-win Following up to ensure customer success

Product Selling

More concentration on selling the product

Thus, more of a push strategy is used Today it is important to differentiate in

this market or else one will perish More expenditure is wasted on

advertising

Tips for effective product selling Know your products inside out Advertise  Do demonstrations Telemarketing Referrals

CONSUMER DECISION MAKING PROCESS FOR A PRODUCT

CONSUMER DECISION MAKING PROCESS FOR SOLUTION SELLING

Project Scoping

Method of evaluation of each product from service expectation level and also from business point of view.

Steps In Project Scoping

1. Summarizing the objectives2. Summarizing the strategy followed bt

sales team3. Establishing campaign scope4. Analyse past history for type of

campaign5. Benchmark your offer against

customers

Summarising The Objectives What are you trying to accomplish

ultimately? How many prospects will be needed to

satisfy this?

Strategy Followed By Sales Team What products/ services are involved? Which market segments are to be targeted? How to approach targeted customers? How to position your offer? Existing materials and resources? What are available marketing lists or

databases? What are marketing collaterals? Survey content?

Establishing Campaign Scope Size of database Campaign launch date Campaign duration/ delivery date Budget allocation Client contents

Focus On Service Differentials Focus on non – price competition In price war – margin reduces Emphasis on service quality, credentials,

proof rather than discounts Supporting services like guarantee,

warranty, etc

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