Elements and Performance Criteria
- Identify products or services that would benefit from focused sales approach
- Identify appropriate products and services on basis of client needs, particularly where needs are not adequately met by current approaches
- Generate and discuss ideas for special approach to selling these products and services and satisfying client needs with colleagues and selected clients
- Carry out checks to identify if sales enquiries are within staff personal authorities and where not, refer to appropriate personnel
- Develop approach to selling product or service
- Discuss, develop and revise possible product or service selling approaches with others and select most useful approach for trial
- Undertake checks to see that selling approach complies with organisational policy and procedures, and relevant legislation
- Develop selling script and train salespeople in approach for intended market segment
- Pilot approach
- Evaluate approach