Understand the importance of selling
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Understand the importance of selling
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Understand the importance of selling. Selling is…. Part of the Promotional Mix Communication between the salesperson and the customer Consultative selling For example: A salesperson suggesting a wireless network to a customer who travels frequently Feature-benefit selling - PowerPoint PPT Presentation
Transcript of Understand the importance of selling
Understand the importance of selling
Selling is…OPart of the Promotional MixOCommunication between the
salesperson and the customerOConsultative selling
For example: A salesperson suggesting a wireless network to a customer who travels frequently
OFeature-benefit selling - Product Features-Customer Benefits
Advantages of SellingOInformationOFlexibilityOFeedbackOPersuasionOFollow-up
Disadvantages of Selling
OCost per customer OTimeOControlOSkill
Buying Motives
O RationalFor example: Purchasing a hybrid car
due to increased gas mileageO Emotional
For example: Purchasing a Valentine’s gift for a loved one
Types of Customer Decision Making
O ExtensiveFor example: An expensive,
luxury carO Limited
For example: A summer vacation to Disney World
O RoutineFor example: Pizza on a Friday
night
Characteristics of a good salesperson
O Communication SkillsO Emotional Intelligence SkillsO Computer and Technical Skills O Positive AttitudeO Goal Orientated O EmpathyO HonestyO Enthusiasm
Understand preliminary activities associated
with selling
Employee training and development
O Product knowledge-Training- formal and
informal-Research on your own
O Sales techniques O Ethical behavior
Summarize the sales process
The approach is…OThe first encounter with a potential
customer OService approach OGreeting approach OMerchandise approach OCombination approach
How to determine consumer needs
ODetermine customer’s reasons for buying
OObserving OListeningOQuestioning and Engaging
Product presentation time!
OWhat products do you show?OHow they will use the product?OShow a medium-priced product first!OHighlight the features and benefits
Product presentation time!
ODisplay and handle the product ODemonstrate the product OUse sales aids OInvolve the customer OHold the customer’s attention
How to handle objections
OObjection vs. ExcuseOObjection based on:
-Need-Product-Source-Price-Time
Methods to handle objections
OSubstitution OBoomerang OQuestion OSuperior-point ODenial ODemonstration OThird party
Methods for closing the sale
OWhich OStanding-room only ODirect OService
Suggestion selling is…
OSelling additional goods to enhance the original purchase
OCross selling OUpselling OSpecial sales opportunities
How to maintain a relationship with the
customerOOrder processing ODeparture OOrder fulfillment OFollow-up OCustomer service OKeeping a client file OEvaluate sales efforts
What is CRM?O Customer Relationship ManagementO Implement technology and CRM O Maintain contacts O Maintain relationships O Develop customer loyaltyO Implement rewards program
Execute sales transactions
Sales transactions include:
O Cash or sales checkO Debit card salesO Credit card salesO Layaway sales O On approval sale O Cash-on-delivery (COD)O PayPal
How much do I owe?O Multiply unit price times the quantity purchased.O Add the totals together to determine the subtotal.O Calculate sales tax.O Calculate shipping charges if applicable.O Add the subtotal, tax and shipping charges.
Item Qty. PriceExtensionSocks2 $2.99$5.98T-shirt 1 $7.99$7.99
Subtotal: $ 13.97Tax $1.05 Shipping $2.00TOTAL $17.02
How much does the retailer owe?
O Debit salesFor example: Ce’Mour’s Hair
Studio is charged a nominal fee regardless of the amount purchased
O Credit salesFor example: Paynet
Systems’ charges are based on a sliding scale
Prospecting
OPreapproachOProspect (lead)OEndless chain method OCold canvassing
B2B/Retail Preparation
O PreapproachO Straightening/cleaningO Adjusting price ticketsO Stock informationO Arranging displays
