Elements and Performance Criteria
- Identify products or services that would benefit from a focused sales approach
- Appropriate products and services are identified on the basis of customer needs, particularly where the needs are not adequately met by current approaches
- Ideas for a special approach to selling these products and services and satisfying customer needs are generated and discussed with colleagues and selected customers
- Checks are carried out to identify if sales enquiries are within staff personal authorities and, where not, referred to appropriate personnel
- Develop approach to selling the product or service
- Possible product or service selling approaches are selected discussed with others, developed and revised with the most useful approach selected for a trial
- Checks are undertaken to see that the selling approach complies with organisation policy and procedures and relevant legislation
- Selling script is developed and salespeople trained in the approach for the intended market segment
- Pilot the approach
- Evaluate approach