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Unit 6 – SELLING Warm up Complete Ideal Salesman Poster Vocabulary – 2.08 – Quia – Write Terms and Definitions Obj. 2.08 - Acquire Product Knowledge Slide show/Notes Activity – feature or benefit worksheet Activity – feature/benefit chart ONLY COMPLETED WARM UP!.

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wednesday november 14th

Unit 6 – SELLING

  • Warm up
    • Complete Ideal Salesman Poster
    • Vocabulary – 2.08 – Quia – Write Terms and Definitions
  • Obj. 2.08 - Acquire Product Knowledge
    • Slide show/Notes
    • Activity – feature or benefit worksheet
    • Activity – feature/benefit chart
  • ONLY COMPLETED WARM UP!
WedNESDAY, November 14th
thursday november 15th

Unit 6 – SELLING

  • Obj. 2.08 - Acquire Product Knowledge
    • Slide show/Notes
    • Activity – feature or benefit worksheet
    • Activity – feature/benefit chart
  • TOMORROW – Quiz on 2.01 and 2.08
  • 12 WEEKS TEST ON TUESDAY!!!
THURSDAY, November 15th
friday november 16th

Unit 6 – SELLING

  • Warm up -
    • 1st 10 minutes – review for quiz
    • Quiz on 2.01 & 2.08 (includes vocabulary!)
    • Current Event 12!!!
  • Review – 12 Weeks Test
  • 12 WEEKS TEST ON TUESDAY!!!
    • 75 questions, on elements, made by Central Office
FRIDAY, November 16th
monday november 19th

Review – 12 Weeks Test

  • REVIEW – REVIEW – REVIEW
    • Look at your Unit Tests Results
    • Focus on objectives where you did poorly!!
    • ON QUIA – ALL PERIOD!!!
  • 12 WEEKS TEST ON TUESDAY!!!
    • 75 questions, on elements, made by Central Office
MONDAY, November 19th
tuesday november 20th

12 WEEKS TEST

    • TESTING ENVIRONMENT
    • NO TALKING!!
  • HAPPY THANKSGIVING!!
TUESDAY, November 20th
sources of product information used in selling

The product itself

    • Information in the product package
    • Salespeople use the product thereby gaining firsthand knowledge
    • Personal use gives salespeople confidence
Sources of Product Information used in Selling
slide9

Customers

    • Satisfied customers talk to salespeople about the product
    • Customer testimonials can be used for selling
  • Manufacturers’ brochures and publications
    • Free information from the manufacturer on the product
    • Best source on construction and materials
slide10

Other sales personnel

    • Get advice from experienced salespeople
    • Ask other salespeople questions
  • Promotional materials
    • Product bulletins
    • Catalogues
    • Manuals
    • Make feature/benefit statements using the promotional material
types of product information used in selling

Construction and materials

    • What is it made of
    • Who makes it
    • How is it made
    • What is the difference between two items
  • Appearance and style
    • This is a classic it won’t go out of style
Types of Product Information Used in Selling
slide12

Unique or novel features

    • You have something the competitor does not—for example your drug store delivers
  • Durability
    • How many miles can I get from these tires
    • How many hours will these batteries last
  • Product uses
    • What will this do
    • How can it be used
  • Service and warranty information
    • Especially important with appliances, electronics and cars
use product information in sales presentations

During merchandise approach to give product information to the customer first thing

During sales presentation when showing features and benefits

Help customers overcome objections by further explaining the product

During closing to remind the customer of the main features that meet their wants and needs

Use Product Information in Sales Presentations
guidelines for acquiring product information

Decide which features and benefits appeal to each customer

    • Customers buy BENEFITS not features
    • Different customers want different benefits from the same product
    • Listen, question and observe the customer to determine needs and wants
    • Explain only the benefits that pertain to the current customer
Guidelines for Acquiring Product Information
slide15

Explain appropriate features and benefits for the current customer

    • Emphasize or demonstrate benefits
    • Use descriptive phrases
    • Explain technical benefits in a way that the customer understands
    • Remember: BENEFITS sell
slide16

Evaluate customer reactions

    • Observe the customer while talking about the benefits
    • Move to another benefit or continue based on reaction
    • Ask questions to clarify wants and needs of the customer
feature benefit selling

Part of the sales presentation where the salesperson points out features of a good or service that will be beneficial to the customer

Prove to customers your product has features that benefit them

Compare to competitors

Feature Benefit Selling
feature benefit information can be found in

Product package information

Manufacturers’ brochures and publications

Promotional materials for the product

Feature/benefit information can be found in:
feature

Physical characteristic or quality of a product

  • Describes the product in a way that can be touched, felt, smelled, seen or measured
  • Answers “What is it?”
  • Basic purpose of the product
    • A watch keeps time
feature
benefit

Satisfaction that a customer gets from a good or service—what it does for them

    • Sally is happy when she gets a manicure and her nails look good
benefit
benefits can be

Obvious/apparent—easily recognizable

    • “This shirt is made of cotton. It is soft and will keep you cooler in hot weather.”
  • Unique/exclusive—come only with the purchase of a particular product
    • “If the pizza does not arrive within 30 minutes of when you order by phone it is free.”
  • Hidden—not usually seen without assistance of salesperson
    • “Look at the back of this watch, it has a release mechanism for changing the battery.”
Benefits can be:
how to create a feature benefit chart

List all the features of a product on a chart—start with the ones that are most obvious

Next list the less obvious or hidden features

At each feature, ask “What will the customer get from this?”

Write this answer beside the feature

There may be multiple benefits for one feature

How to create a feature-benefit chart
activity

Prepare a Feature/Benefit chart for one of the following:

    • A product you recently bought or are considering buying
    • A college you are considering
    • The prom
  • It should have at least 4 features/Benefits
ACTIVITY
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