Warm up

1. Warm up What is a product benefit that a salesperson might point out to a customer who wants to buy a computer? • Monitor has a nonglare screen • Pre-installed software saves money • Print capability options • Models are available in many colors

2. Review • What is the difference between a feature & a benefit? • A feature is what the product is • Fact based statements about the product • A benefit is what turns the feature into an advantage or reason to buy for the customer • What makes selling personalized • Able to connect that customers needs to the feature

3. Grades • Color of Psychology assignment needs to be turned in today • Google Classroom • If you don’t have a flash drive to back up your work this is a problem • Blank spots will become zeros October 30. • You should have your pre-test score on your sheet & color of psychology mini-grading sheet

4. Feature – Benefit Chart Salespeople will create a feature-benefit chart to prepare for sales approach Used as a reference guide to help them better explain a product

5. Scrub Daddy • Shark Tank Review • https://www.youtube.com/watch?v=REyey28CvZw

6. Scrub Daddy • Shark Tank Review • https://www.youtube.com/watch?v=REyey28CvZw

7. Scrub Daddy • Shark Tank Review • https://www.youtube.com/watch?v=REyey28CvZw

8. Assignment • Log into Google Classroom • Create a Feature-Benefit Chart based off the template provided • Title Slide: Name, #, Class • Picture of Product you are detailing • 3 Features & 3 Corresponding Benefits • Buying Motive & Decision-Making (optional)

9. Infomercials Marketing

10. Warm-up How does a feature-benefit chart help a salesperson? • Evaluates customer reaction to the presentation • Explains the business’s compensation rate to the salesperson • Determines which features & benefits appeal to each customer • Provides a quick reference to the salesperson about the product

11. Sales Pitch • Finish Sales Pitches to the class • Short • Entertaining • Have a slogan • 3 Features & corresponding benefits • Finish strong • “Buy yours today” • Visit www.dolls4u.com for more details

12. Infomercial • What is an infomercial? Info: Information / to inform -Mercial: Commercial / E-commerce • An infomercial is designed to • Inform • Make a Request • Persuade

13. Infomercial • How is a commercial different than an Infomercial? • Infomercials are longer • Often a host is used • A phone number & payment details are provided

14. Persuasive Language • In order to be effective your infomercial must use persuasion to attract customers • Influence, Manipulate, Change someone’s mind • How do you persuade someone? • Speak with conviction • Put people in the mood to listen/spend • Disguise how easy it is to do something • Use “If….Then” statements • If you spend money then a positive change will occur

15. Infomercial

16. Infomercials • Basic Structure of an Infomercial: • Beginning: Often starts with question • Are you tired of baggy eyes and sleepless nights? • Middle: Often includes research stats, video proof • End: Usually has testimonials and payment details • Use an average person to add credibility • Deceptive pricing is used to make the product seem easier to buy • “In just 4 easy payments of $19.99 this incredible product can be yours!”

17. Assignment • You have 7 questions on your sheet • Choose 1 infomercial to breakdown. • Answer each question on a separate sheet of paper as you view examples in class. • The product name • What is the product’s intended purpose or what need does it serve • An advertising slogan or phrase used to market the product (if applicable) • The price • The key selling features or attributes of the product (e.g. works underwater). • Create a feature-benefit chart based using at list 3 features and corresponding benefits. • Any references to “Wait There’s More…” What is the specific incentive they are offering? • Contact Information to obtain product • 800 Number, website, or address

18. Infomercial Examples

19. Just Features, Benefits, & Creepiness

20. Infomercial Assignment Infomercial Project: Option A In groups of 4 or less, develop an infomercial about a new food or drink product. The infomercial should not exceed 5 minutes in length and should incorporate all aspects of an infomercial to earn full credit. Students who choose to pursue this option can perform their infomercial live but should plan on creating (or having) the product available in class if done in that venue. Infomercial Project: Option B In groups of 4 or less, develop an infomercial about a new or existing product of your choice. The infomercial should not exceed 4 minutes and should incorporate all aspects of an infomercial to earn full credit. Students who choose this option need to videotape their infomercial in advance and have it uploaded to youtube or saved as a viewable video file prior to the designated due date.

21. Due Dates • B Day students • Wednesday Receive Assignment • Friday Script & Student Checklist are due • Tuesday Infomercial is viewed in class • A Day Students • Thursday Receive Assignment • Monday Script & Student Checklist are due • Wednesday Infomercial is viewed in class

22. Funny Fails • https://www.youtube.com/watch?v=6llB5QR1Nmc • 6:01 starting point • Top 10 Worst • http://www.youtube.com/watch?v=eqDXlYxSdLc • http://www.youtube.com/watch?v=uZFEUhJe0iU

23. Assignment Part II • You & a partner are to create a fictitious product and answer the same 7 questions. • Once you have a product, you should create a Poster that provides all pertinent information & promotes the product you have created.

24. Warm-up • What is deceptive pricing? • Making false or misleading statements of fact concerning reasons for price reductions • Give definition & example • 5 easy payments of $19.99 • Going out of business / Liquidation Sales • 60% below regular price • Do you think it is ethical?

25. Mighty Putty • Mighty Putty • Repairs, Seals, Fills Cracks, Ideal for Cracks • AND THAT’S THE POWER OF MIGHTY PUTTY • $19.99 • Turns from green to white when activated, can hold up to 80,000Ibs., cuts like dough • A do it all glue • F • If you order now you will get triple the offer 6 for $19.99 • http://www.youtube.com/watch?v=Rb2bMdH1iPY

27. Television • Direct-Response Marketing • Marketing designed to get an immediate response from consumers • Consumer response is easy to measure because it is directly related to a specific advertisement • Direct distribution of product • (Seller – Consumer)

28. Infomercial Assignment • Create your own infomercial for a new product • You can make up your own product or use an existing one • Product can be completely fictional, a modified version or a current product • Make sure no contradictory labels are showing if fake • Provide evidence that your product works • Demonstration • Testimony • Comparison

29. Infomercial Assignment • Infomercial must be 2 minutes - 4 minutes • You must use a variety of voices during your infomercial • Your product must have a price • You must provide payment details • Incentive needs to be included • “Wait…there’s more” • No more than 4 people can work together • Can be taped on-campus or off-campus • Everyone in your group must either speak or act in the infomercial • Must be in movie format & viewable in class on designated due date

30. Infomercial Assignment • What needs to be turned in? • Student Checklist • A written transcript of what was said in your infomercial • A video of your 1 ½ - 4 minute infomercial

31. Infomercial Grading Sheet • Spoke slowly and clearly • Style of speaking is appropriate for purpose • Professional and mature attitude while performing • Persuasive language • Creative and original • Incentive to order • Price and payment details provided

32. ' S

33. Infomercial Must