...wealth manager is not to simply sell a financial product to a prospect. Instead, a wealth manager’s first concern is developing a comprehensive understanding of the client, a client-centric approach to providing financial solutions. Next the wealth manager must match the right solutions to the client’s needs and desires and ensure he or she receives an exceptional service experience. After that, product and service sales opportunities will naturally follow. Making the transition is clearly a trade-off between short-term results and long-term success. Financial security through goals-based wealth management. As a wealth manager with Merrill Lynch, the emphasis would be on marketing and looking for ways to help clients with a broad array of financial capabilities. The objective is to help clients achieve their goals and dreams, whether it’s living in luxury, providing charitable contributions and/or leaving a legacy for family and friends; consult and advise clients how to best save and structure their investments to reach their goals. 1. What would your specific goals be for new assets under management? a. Year 1 – 10 Million of Assets Under Management ( 10 qualified contacts per day, 1-2 new accounts per week ). b. Year 2 – 20 Million of Assets Under Management ( 20 qualified contacts per day, 2-3 new accounts per week ). c. Year 3 – 30 Million of Assets Under Management ( 30 qualified contacts per day, 3-5 new accounts per week ). 2. What would your value proposition...
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...communicate as if they were sitting right next to each other. Until the mid 90s, the hardware costs made videoconferencing prohibitively expensive for most organizations, but that situation is changing rapidly. Many analysts believe that videoconferencing will be one of the fastest-growing segments of the computer industry in the latter half of the decade. Companies of all sizes and in every industry are quickly adopting video conferencing as a way to stay connected, increase productivity and cut costs in these difficult economic times. As prices on conferencing equipment drop and the technology becomes easier to use video conferencing is gradually becoming an efficient way for business to communicate with employees, customers and sales prospects. Below are a few benefits of adopting video conferencing as part of your everyday operations. 1. Increases Productivity Most conferencing systems now have features that allow users to share and edit documents, PowerPoint, Visio, etc., in real-time. The ability to easily share and collaborate within various formats has added another dynamic to video communications previously not possible....
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...responsibility of some salesperson. This activity includes prospecting for new customers, increasing sales to current customers, making sales presentations, demonstrating products, quoting price and sales terms, and writing orders. Indirect Selling- the promotion of the company goodwill is an activity that will help generate sales. Non-selling Task- are those that the company may require to improve the overall management of the firm and the performance of salesperson. Order Getters- are salespersons whose jobs are to increase the firm’s sales. Order Takers- are those that serve the purchase orders of current customers. Support Personnel- are those that facilitate the selling function by locating prospects, educating customers, building goodwill, and providing after sales service. Prospecting- is the stage in the personal selling process where a search for and qualification of potential customers is made. Prospects- are gathered from leads in the target market that are qualified to be prospects. Pre-approach- this stage consists of the time and effort spent in determining which approach will best suit a prospect. Approach- refers to that stage in the selling process for the salesperson makes contact with the prospects. Presentation- this stage calls for actually presenting the product to the customer with the objective of convincing him to buy. Meeting Objections- objections come naturally from prospects. To some, this is a form of a psychological defense mechanism. Close-...
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...1 Overall professional personal selling behavior in Spain 2 Table of contents 1. Introduction 3 4 5 9 12 14 15 16 2. General country information 3. Structure of the 10 steps professional selling sales cycle 4. Professional selling behavior in Spain according to the 10 steps 6. Conclusion 7. Sources 8. Appendices 5. The unique characteristics of the Spanish (selling) business culture The 10 step selling process refers to a sequential series of actions by the salesperson that leads towards the customer taking a desired action and ends with a follow-‐up to ensure purchase satisfaction. We will ...
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...Technological Institute of the Philippines PERSONAL SELLING AND SALES MANAGEMENT Submitted to: Dr. Danilo Vidal Submitted by: Vincent Mina January 17,2013 Personal selling is where businesses use people (the “sales force”) to sell the product after meeting face-to-face with the customer. The sellers promote the product through their attitude, appearance and specialist product knowledge. They aim to inform and encourage the customer to buy, or at least trial the product. A good example of personal selling is found in department stores on the perfume and cosmetic counters. A customer can get advice on how to apply the product and can try different products. Products with relatively high prices, or with complex features, are often sold using personal selling. Great examples include cars, office equipment (e.g. photocopiers) and many products that are sold by businesses to other industrial customers. Point-of-sale merchandising can be said to be a specialist form of personal selling. POS merchandising involves face-to-face contact between sales representatives of producers and the retail trade. A merchandiser will visit a range of suitable retail premises in his/her area and encourage the retailer to stock products from a range. The visit also provides the opportunity for the merchandiser to check on stock levels and to check whether the product is being displayed optimally. Advantages | Disadvantages | High customer attention Message is customised Interactivity ...
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...on making the interview conversational, in which case they display to the interviewee that their interest in the applicants exceeds a general idea of who the applicant is based on his or her written presentation of his or her persona. For example, the interviewer will already have a prospects resume' and application in his possession therefore the interviewer should familiarize him or herself with the prospect prior to the interview and ask the prospect about the information provided in the resume'. For example an interviewer may comment on the prospects' impressive educational background or work history. The interviewee may feel a little less intimidated if the interviewer shows genuine interest in the interviewee personal account of his or her past experiences. In my own personal experience, the phrase "tell me about yourself," is always a stumbling block because the first thing that comes to mind is "where do you want me to start?" The aforementioned phrase creates an awkward pause and it makes the...
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...TABLE OF CONTENTS PAGE 1. CLEAR COMMUNICATION 2-3 2. HOW TO CONFRONT WITHOUT CONFLICT 4-5 3. EDUCATION AND COMMUNICATION BUILD COMMITMENT 6-7 4. THE ART OF COMMUNICATING 8-9 5. PRESENTING TO A GROUP 10-12 6. CONVERSATION 13-14 7. MEETINGS ALWAYS TAKE TIME 15-17 8. MAKING YOUR CASE 18-20 9. LISTEN WHILE YOU WORK 21-22 10. CHANGE MANAGEMENT AND EMPLOYEE COMMUNICATION STRATEGIES 23-25 1 CLEAR COMMUNICATION By Keith Rosen If you can eliminate communication breakdowns between yourself and your clients, the result will be more sales with fewer headaches. Breakdowns occur because no one took the time to check if what was communicated was understood by the people engaged in the conversation. Here are four easy steps that will assist you in getting clear with your client's wants, needs and expectations. 1. Ask a Question. Assume you have no idea what the client really wants. The only way to uncover their needs is to first ask questions. Some useful information gathering questions are: “What results are you looking to achieve? What is most important to you? Why? If you could eliminate three of your biggest problems or headaches, what would they be? What factors do you consider when choosing a vender?” 2. Process the Information. Listen carefully to their response. Never interrupt a client. I know it’s hard to stay quiet, but just remember...
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...the works run smoothly and are completed on time and to budget. Project managers are in charge of the overall planning, management, co-ordination and financial control of a project and while this can seem like a daunting job, it can also be very rewarding. At the start of a project, we’ll have regular meetings with the client and members of the design team to flesh out exactly what needs to be done. We also need to work with Developers, Architects, and Top Management during different phases of the project. Depending on the sector of the IT industry, candidates will need to hold a degree in Management, Computer Sciences, engineering etc. The entry requirements for a degree programmer vary greatly depending on the university and course. It may be possible to gain sponsorship from a potential employer during training, which will almost guarantee a job at the end of it. JOB PROFILE—INSIDE SALES REPRESENTATIVE POSITION SUMMARY This is an entry level sales position. The successful Inside Sales Representative will develop the tools to close business with short sales cycles (2-4 months). They must be comfortable working with a large number of customers while prospecting for new business. This person believes that the best way to serve customers is to communicate in a timely, professional, and courteous manner. They must be able to maintain strong working relationships externally and internally, not be afraid of prospecting/cold calling, and build rapport with all types of individuals...
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...Initiative and the Climate Group in 2008. It said that up to 20 percent of business travel could be replaced by virtual meeting technology. It means the number of business travel will decrease. Also, there have a example in the article, technology consulting firm Accenture reports that it eliminated expenditures for 240 international trips and 120 domestic flights in a single month. It was a good example to prove business travel will extinct. Technology (video and Web conferencing) help employers communicate with each other more easily. Business travel is not the only way to confer. 2. Videoconferencing allows individuals at two or more locations to communicate simultaneously through two-way video and audio transmissions. Telepresence strives to make users feel as if they are actually present in a location different from their own.The critical feature of videoconferencing is the digital compression of audio and video streams by a device called a codec. Most companies deemed videoconferencing a poor substitute for face-to-face meetings but telepresence products provide the highest quality videoconferencing available on the market to date. Telepresence just a kind of line in videoconferencing. 3. Videoconferencing provides a big values to a business. For example, company use videoconferencing to help its designers, marketers, and manufacturers collaborate on new products. Also, company can use video interviews to screen potential candidates before presenting them to clients...
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...messages to the customer. And this is conventionally called as "sales presentation" Brief History In early 1900's, these slides were nothing but some printed sheets of paper accompanied with a live demonstration of the product. Later in 1950's, few companies began to use a set of film slides which could be projected on a screen, a few companies in US also began to use film projectors to show short video clippings. These clippings were in fact advertisements made by a professional agency. This presentation using slide film projectors were very expensive and often it was out of reach of small firms - even in big companies, the number of presentations were very limited. With the advent of plastic films from 3M and laser printers, a new form of sales presentation emerged - Computer generated slides which could be projected via a OHP (Over Head Projector). This marked the beginning of low cost computer generated presentations. (On a personal note, I still recall presenting my college project dissertation on a OHP - the slides were generated on a 386 PC - using MS Word & printed on 3M Film on a HP laser printer) Today, with the advent of MS PowerPoint, many people (mistakenly) consider a sales presentation is simply a set of PowerPoint slides. But remember that a sales presentation is an advertisement for the company - and the main purpose of it is to entice the customer to buy. Basics of sales presentation...
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...Standard Operating Procedure
Global Demand Generation
|Document Identification Number (For this Document) : BIRLASOFT/SOP TPL/SoP Template |
|Document Identification Number : BIRLASOFT/SOP
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...INDIVIDUAL NEWS ARTICLE CARLOS GOMEZ ECO/372 3/03/2014 DARYLL BAKER INDIVIDUAL NEWS ARTICLE The news article I would like to talk about is Real Estate and Rates. Real Estate is the heart of the economy for the United States of America. Lot of businesses and jobs relay on the Real Estate market. The way the Real Estate market works in the US, is very critical. It can move and change dramatically. For example when the rates also known as APR are low, and the Real Estate market equity sky rockets, well it tends for lenders to lend out money in a more lenient way. Having so many prospect buyers and sellers, of course it depends on a prospect FICO scores, but when the market is booming, the money is moving. It gives the investors and first time homeowner purchase homes that are in the market at a reasonable price, with a great rate on the home loan. This cycle helps many businesses, since lenders are lending, well investors or homeowners start to remodel their homes. These actions can be from adding some landscaping to their properties. Also if they are adding a pool or perhaps renovating their kitchen. Businesses start to get large work orders and that helps the economy of the US. Realtors tend to get busy and they start to go out more often to restaurants for meetings with prospect buyers or sellers. Giving the hospitality industry a financial boom as well. Fortunately for the US, this creates a financial boost. Now it also benefits the buyers, when the rates...
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...The new girl: “The New Girl” is a story about a narrator and his friend Allison. They are best friends and both live on Prospect Street. Prospect Street was a white, lower-middle-class neighbourhood. One day a new black family moves into Prospect Street and the story describes the meeting between the narrator, Allison and a new black girl. The story takes place in the USA, on a hot, bright summer day. The narrator is eight years old and Allison is ten years old. They are the only children in the neighbourhood. In their first meeting with the black girl the narrator and Allison are quite different. The friends are riding their bikes, when the narrator sees the new girl in the middle of the road. The new girl is laughing and the narrator is the first one to see her. The narrator smiles at the girl and the girl smiles back. When Allison sees the black girl, she says: “Get out of here, nigger”. The narrator is quite positive in his attitude, and Allison is quite negative. When the narrator sees the way Allison is reacting against the black girl, he is changing his attitude too and says: “Niggers are stupid”. The narrator is happy when he first sees the new girl in Prospect Street, because he then can get a new friend. There are not so many children in the neighbourhood to hang out with. The narrator smiles at the new girl, because children do not naturally have anything against other human beings. Children do not have prejudice against other children. The negative way Allison...
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...he did, during the sales meeting as it shows a lack of professionalism. Joe certainly needs to gain more knowledge about the Genie Model 465, and the manager needs to be clear about the sales plan before a sales meeting, and not after the meeting, as now they have lost a key business prospect. The sales manager twitching and squirming in his seat during the sales meeting was definitely not a proficient behavior and I would suggest that he should act in a more professional manner in business meetings given his position and experience in sales. This behavior of the sales manager might have caused Joe to get nervous and forget about what he wanted to say during the sales call in first place. Again, scribbling on paper and handing it to Joe during sales meeting is more of a childish behavior performed in middle school or high school and not meant for professional meetings. The sales manager had initially promised to Joe that he would not say anything during the sales call and therefore he should have either just stayed quiet and examined Joe's sales pitch or should have provided direct help to make a sale instead of giving indirect hints or remarks. The Sales Manager was aware of the things that should have been said during the sales call, as he wondered about all the things about Genie Model 465 that Joe should have mentioned to the prospect. Instead of wondering why Joe didn't speak about them, the manager should have backed up Joe during the meeting providing valuable information...
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...problems * More encompassing than specific products * Those that provide measuarable results * Those that require greater effort to define and diagnose the customer’s problems Product strategy should be tailored to the customer’s buying needs * Transactional buyers * Standard or generic * Understand their own product needs * Product can be easily substituted * Consultative * Hidden feature * Differentiated choices * Customizable * Strategic alliance * High cost importance * Limited substitutability Explosion of product strategy * Domestic and global markets overflowing * >30,000 consumer products produced each year * good news: buyer have a choice * bad news: more complicated Product configuration * product selection process * often referred to as “product configuration” * product configuration software * develops customized product solutions quickly and accurately * incorporates customer selection criteria * identifies options, pricing, delivery schedules * can integrate with customer relationship management CMR apps Parts to becoming a product expert * Product development and quality improvement processes * Development * Be familiar with product history * Know stages of product testing * Link key features and...
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