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What is Selling • Personal Selling is any form of direct contact between a salesperson and a customer • Retail Selling • Business-to-Business Selling • Telemarketing
Goals of Selling • Help customers make make satisfying buying decisions • It is less expensive easier and less expensive to keep current customers happy than it is to generate new customers • Repeat business is critical to the success of any company
Consultative Selling • Providing solutions to customers’ problems by finding products that meet their needs • In business to business selling an ice cream manufacturer must provide insulated clothing to protect employees who work in freezers that are 20 degrees below zero
Feature-Benefit Selling • Matching the characteristics of a product to a customer’s needs and wants • What are features? • What are benefits?
Customer Buying Motives • Rational Motive • Conscious, logical reason for a purchase • Dependability, time saver, money savings • Emotional Motive • Feeling experienced by a customer through association with a product • Social approval – recognition – power – love or prestige
Customer Decision Making • Extensive Decision Making • Little or no experience with an item • Higher risk • Limited Decision Making • Purchased before but not regularly • Routine Decision Making • Needs little information about a product • Low risk
Questions To Ponder? • Think about the last time you shopped. What motives did you have for your purchase and product information was important to you • Give an brief scenerio of where each of three decision making methods would be used • Complete Page 99-100 in workbook Feature-Benefits
Getting Ready To Sell • Pre-Approach • Product Information • Industry Trends • Prospecting • Employer Leads • Directories • Newspapers • Commercial Lists • Customer Referrals • Cold Canvassing
Pre-Approach Cont. • Preparing For Business To Business Selling • Does the prospect need this product or service? • Does the prospect have the financial resources to pay? • Does the prospect have the authority to buy? • Preparing for the Sale in Retail Selling • Straighting, rearranging, and replenishing • Adjusting price tickets • Location of stock and how much available • Arranging displays • Vacuuming, dusting, keeping selling area neat • Company Policies and Training • Training • Compensation and Sales Quotas • Legal and Ethical Issues
The Sales Process • Pre Approach • Approach • Determine Wants & Needs • Presenting The Product/Service • Overcome Objections • Closing the Sale • Suggestion Selling • Relationship Selling (Assurance)
The Approach in Business-to Business Selling • Set up an appointment • Proper greeting • Business card available • Initial approach varies pending on prior relationship with customer • Research your product, customer, and company
Reinforcement Activities • Workbook • Page 97- Vocabulary Review • Page 98 – Fact and Idea Review • Page 99 -100 – Marketing Application 1 • Feature-Benefit Selling • CD/Radio Cassette Recorder • Page 101 to 102–Marketing Application 2 • Due Wednesday (Monday) Speaker on Wed
Preparing for the Sale in Retail Selling • Straightening, rearranging, and replenishing the stock • Adjusting price tickets before and after sales • Learning where stock is located and how much is available • Arranging displays • Vacuuming the floor, dusting, and keeping selling area clean
Company Policies and Training • Training • Explanation • Demonstration • Trial • Critique • Compensation and Sales Quotas • Legal and Ethical Issues
Preparing for the Sale Subunit Work Due • Workbook pages 97-102 • Notes & activities for selling unit • Due on test day (Wednesday) • Review workbook activities • Review notes and discussions for unit