John Koch: The Steps Of The Sales Process

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The steps of the sales process are the life-blood of being a sales person. They are what makes selling work and happen in a way that it predictable and reliable. However John Koch is mainly what is referred to in the business to business world as a farmer being the sole sales person of his company he does go through the all of the stages in order to grow his company. The next part of the report will go over how John Koch goes about using the sales steps when gaining new clients.
Prospecting

Like stated before John mainly is a business-to-business farmer, but he still does some prospecting because you have to constantly be gaining more clients. Over the years John has created a large complex network of current customers, competition, other
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Often times he finds that the objective of a sales call remains the same when he is dealing with a new customer. Try and get the customer to place and order or at least place a trial order. His objective though changes when he finds himself re-entering the sales step process with a current customer, then the objective becomes more like this; try and convince the customer to buy more or a new product. An example of an objective that John came up with for Perth Pork Products was to try and increase the number of hot dogs that they order from 20 cases to 30 cases in order to increase stock rotation which will lead to high profits and to attempt to complete this by the end of this …show more content…
“I have over the years attempted to make the best possible product for my customers, products that will not only sell for me but sell well for them as well” John Koch. He knows and understands that the main objection that he will face is about price. He tries to keep in mind the saying his mentor told him whenever he enters a sales call “Our competition knows the value of our product and so do we” (A. Knight, personal communication [interview], June 22, 2015). He also tries to come up with answers for any possible objection that he may be faced with. However in the past he has been asked some strange ones that no amount of preparation could prepare him for. An example being “so where do the walnuts come into play when you are making your product, do you have like bacon walnut burgers or something?” (M. Taylor, personal communication [interview], June 20,

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