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Samenvatting hoofdstuk 5 Sales $9.11   Add to cart

Summary

Samenvatting hoofdstuk 5 Sales

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Dit is de volledige uitwerking voor hoofdstuk 5 van het vak sales. Het zijn de belangrijke dingen die je moet weten ter voorbereiding. Deze samenvatting heb ik ook gebruikt voor mij examen en een dikke voldoende mee behaald.

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  • No
  • Hoofdstuk 5
  • June 7, 2022
  • 1
  • 2020/2021
  • Summary
avatar-seller
H5

Van prosepct naar klant:
- Lunchen
- Bellen
- Langsgaan
- Mailen

Classificatie= indeling
- Omzet (top, groot, middelgroot, klein)
- Omzet en verwachte ontwikkelingen (ABC Klanten)
- RFM Indeling (recency, frequency, money)

VOITAR Model




Verkoopcyclus




V= info opzoeken over prospect, klant
O= Voorstellen, bespreekbaar, small talk, rapport maken
I= Opzoek naar de wensen en behoeften
T= Oplossingen geven (product/dienst aansluitend op wensen) onderhandelen
A= Samenvatten, concreet voorstel > close the deal
R= relatiemanagement (onderhouden)

Rapport maken= levellen, op het zelfde niveau doen en praten als de klant. Je past je aan
hoe de klant ook is.

Upselling= Een duurder product verkopen dan waar iemand voor komt.
Crosselling= Iets erbij verkopen
Downselling= Iets goedkopers verkopen
Deepselling= Meerdere van hetzelfde product.

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