CLIENT

• A PERSON TO WHOM YOU PROVIDE A PRODUCT AND/OR SERVICE.

HOW TO GET INFORMATION ABOUT A CLIENT’S BUSINESS

• BEFORE MAKING THE FIRST CALL ON A CLIENT, THE TYPE OF INFORMATION SHOULD BE OBTAINED ABOUT HIS BUSINESS ARE SIZE, ORGANIZATION, LINES OF PRODUCTS, METHODS OF DISTRIBUTION AND SALES FORCE AND THE INFORMATION WHICH AGENT SHOULD KNOW ABOUT THE CLIENT, WHICH WILL LATER ASSIST HIM IN SUGGESTING A SUITABLE PROGRAMME TO CLIENT ARE WHAT ARE THE CLIENT’S OBJECTIVES, WHOM DOES HE WANT TO MOTIVATE, HAS HE EVER CONDUCTED INCENTIVE PROGRAMMES - WHAT HAVE THE RESULTS BEEN AND WHAT ARE THE TRAVEL AGENTS OF THE PEOPLE HE WANTS TO MOTIVATE?

HOW TO REACH PROSPECTIVE CLIENTS

• THE METHODS WHICH ONE COULD USE TO REACH PROSPECTIVE CLIENTS ARE DIRECT MAILING, ADVERTISING IN SELECTED MEDIA AND CALLING THE CONTACT DIRECTLY.

HOW TO SECURE A SALE WITH A CLIENT

• THE FIVE STEPS TO COMPLETE IN ORDER TO SECURE A SALE ARE  GREET THE CUSTOMER, GATHER ESSENTIAL DATA, PRESENT A RECOMMENDATION, EXPECT OBJECTIONS, AND BE ABLE TO COUNTER THEM AND CLOSE THE SALE.