Sales Process for Industrial Cranes | MBA in HR Bangalore

Posted by Prof. Narayan Prasad. On 06/12/2022 10:09:16

Industrial Cranes are electro-mechanical machines used for lifting & shifting heavy loads in Factories, Stock Yards, Container Storage Yards, Ports, Dams, etc. They are mostly electrically operated & in some cases, Diesel Engines could also be the prime mover for such cranes. There are different types of Industrial Cranes such as EOT Cranes, Gantry Cranes, Jib Cranes, Monorail Cranes with Electric Hoists, Under-Slung Cranes, Port Cranes, Rubber Tyre Gantry Cranes, Ship-to-Shore Cranes, Level Luffing Cranes, Derrick Cranes, etc. Most of these cranes are custom-built & are either fixed or moving on tracks (Steel Rails). Most of these types of Industrial Cranes are electrically operated & are either Pendant Controlled or Remote Controlled or Cabin Operated Cranes. MBA in hr Bangalore 

Sales Process of Industrial Cranes :
Personal Selling is the main method used for selling Industrial Cranes. The Crane Company gets enquiries from prospective customers through various sources such as direct enquiries received by post/e-mail / telephone, indirect enquiries coming from word-of-mouth references, which is allotted to a particular sales-person depending upon the type of crane, customer type or region/area from which the enquiry was received, ability & experience of the salesperson, etc. MBA courses in Bangalore

The salesperson then has to fix an appointment for a preliminary meeting with the customer’s buying team which usually consists of the Technical Manager, Maintenance Manager, Purchase Manager & their Architect / Contractors & Project Consultants. After understanding the exact need & usage of the customer i.e. the type of jobs they want to lift, the number of times in an hour/day they will use the crane, the distance & speed with which the crane should move, etc, the sales-person in coordination with the Engg. / Design Dept. will come out with the optimal design, preliminary drawing & preliminary offer which includes all the technical specifications & commercial terms/conditions of sale. best MBA courses in Bangalore

On receipt of similar offers from competitors as well, the buyers will evaluate the offers & short list a couple of crane suppliers for final discussions. After thorough technical discussions & commercial negotiations, the buyer will decide the best supplier & place their Purchase Order / Contract with that crane company. MBA in business analytics in Bangalore

Step-by-Step Sales Process :
1. Prospecting
2. Pre-Approach
3. Approach
4. Presentation
5. Handling Objections
6. Closing the Sale
7. Post-Sale Follow-up.

Prospecting refers to identifying & developing a short list of potential clients from a long list of Leads. Salespeople can seek the names of prospects from a variety of sources including trade shows, commercially-available databases or mail lists, company sales records and in-house databases, website registrations, public records, referrals, directories, social media like LinkedIn & a wide variety of other sources. Prospecting activities should be structured so that they identify only potential clients who fit the profile & are able, willing, and authorized to buy the product or service. This process is aka ‘Qualifying Leads’. MBA business analytics Bangalore

Pre-Approach: During the Pre-approach phase of the Personal Selling process, sales professionals try to understand the prospect's current needs, current use of brands, and feelings about all available brands, as well as identify key decision makers, review account histories (if any), assess product needs, plan/create a sales presentation to address the identified and likely concerns of the prospect and set call objectives. mba in data analytics in bangalore

Approach: This is the point of the selling process where the sales professional meets and greets the prospect, provides an introduction, establishes a rapport that sets the foundation of the relationship, and asks open-ended questions to learn more about the prospect and his or her needs. top 10 mba colleges in bangalore

Presentation: During the presentation part of the selling process, the sales professional tells that product "story" in a way that speaks directly to the identified needs and wants of the prospect. A highly customized presentation is the key component of this step. At this point in the process, prospects are often allowed to hold and/or inspect the product and the sales professional may also actually demonstrate the product. Audio-visual presentations and/or slide presentations may be incorporated at this stage and this is usually when sales brochures or booklets are presented to the prospect. mba colleges in bangalore list

Handling Objections: When prospects offer objections, it often signals that they need and want to hear more in order to make a fully-informed decision. Uncovering objections, asking clarifying questions & overcoming objections is a critical parts of training for professional sellers and is a skill area that must be continually developed because there will always be objections !!!

Closing the Sale: Although technically "closing" a sale happens when products or services are delivered to the customer's satisfaction and payment is received, for practical purposes we can define Closing as adequately addressing any final objections or obstacles & asking for the Purchase Order / Contract. Too many Sales Professionals are either weak or too aggressive when it comes to closing. If you are closing a sale, be sure to ask for the order. If the prospect gives an answer other than "yes", it may be a good opportunity to identify new objections and continue selling. mba colleges in bangalore list

Post-Sale Follow-Up: After an order is received, it is in the best interest of everyone involved for the salesperson to follow up with the prospect to make sure the product was received in the proper condition, at the right time, installed properly, proper training delivered, and that the entire process was acceptable to the customer. This is a critical step in creating customer satisfaction and building long-term relationships with customers. list of mba colleges in bangalore with contact details

See Also:


TESTIMONIALS




IIBS Bangalore Welcome you to experience the superior professionalism and CSS - Cultural Connection as you pass through IIBS and let the change begin within you through IIBS.



Top