Marketing PI: 2.03. Explain company selling policies. SELLING POLICIES. Selling policies - the general rules set down by management to guide the personal-selling effort and outline how things must be done.
Explain company selling policies.
Selling Activity Policies – Guidelines for selling activities that involve interaction with customers or potential customer.
What are the guidelines for greeting a customer?
Is there standard information that needs to be passed on to the customer?
You should never say “it’s not my job”
Always focus on the wants and needs of the customers. (The Market Concept)
Selling policies standardize sales.
Ensures that the company and the customers understand how products are sold.
Protects the company, legally.
Proves that all customers are treated the same way
Increases efficiency of the sales people.
City, county, state and/or Federal regulations.
Changes in customer expectations.
Changes in costs of producing the products.
The distribution channel might require specific policies in exchange for using that channel (e-Bay for example).
Policies cover specific circumstances, so some situations will not fit the current policies.
Misinterpretation by a salesperson.
Some customers will ask for exceptions to policies in exchange for increased business or because of a history with your company.