Its so new we dont know what it does, but nobody else has it so
were selling the hell out of it.
Slide 2
Any form of direct contact between a salesperson and a customer
How is it different from other forms of promotion? The two way
communication between the seller and the buyer
Slide 3
Retail Selling unique because customers have to come to the
store Sales person must be available to answer questions about the
product or service Sales person must be available to answer
questions about the product or service
Slide 4
Business to Business sales between two businesses Inside Sales
- usually takes place in the manufacturers or wholesalers showroom
Inside Sales - usually takes place in the manufacturers or
wholesalers showroom Outside Sales usually takes place in the
customers place of business Outside Sales usually takes place in
the customers place of business Requires that sales representatives
contact businesses Call to make an appointment Cold Call show up
unannounced
Slide 5
Telemarketing the process of selling over the telephone The law
prohibits telemarketers from calling any number on the National Do
Not Call Registry
Slide 6
The purpose and goals of selling are the same no matter the
selling situation Help customers make satisfying buying decisions,
which create ongoing, profitable relationships between the buyer
and seller Help customers make satisfying buying decisions, which
create ongoing, profitable relationships between the buyer and
seller Repeat business is crucial to the success of any
company
Slide 7
Providing solutions to customers problems by finding products
that meet their needs
Slide 8
Matching the characteristics of a product to a customers needs
and wants How will the product features provide benefit to the
customer?
Slide 9
The basic, physical, or extended attributes of the product
ProductFeature WatchMade of titanium CarComes in 6 different
colors
Slide 10
Physical features of a product differentiate competing brands
and models When buying a car one might consider Engine type Engine
type Gas consumption Gas consumption Appearance Appearance Stereo
system Stereo system Tires Tires Anti-lock brakes Anti-lock brakes
Number of passengers it hold Number of passengers it hold VS
Slide 11
The advantages or personal satisfaction a customer will get
from a good or service ProductFeature WatchTells Time CarProvides
Transportation
Slide 12
Product FeatureConsumer Benefit 100% Nylon FabricDurable,
Water/Wind Resistant, Washable 65% polyester & 35% cotton
jersey knit lining Comfortable against skin, Washable Colors: red,
gray, navy, greenUnisex colors, offers variety Sizes: Children xs,
s, m, l, xl Adult xs, s, m, l, xl Covers full age range Meets the
needs of all customers Limited WarrantyCovers defects in the
materials and workmanship
Slide 13
Create your own feature-benefit chart for each of the following
products Microwave Microwave Recordable CDs Recordable CDs
Mechanical Pencils Mechanical Pencils
Slide 14
A salesperson must know what motivates customers to buy
Rational Motives conscious, logical reason for a purchase Rational
Motives conscious, logical reason for a purchase Emotional Motives
a feeling experienced by a customer through association with a
product Emotional Motives a feeling experienced by a customer
through association with a product
Slide 15
Examples of Rational Motives Product dependability Product
dependability Time or monetary savings Time or monetary savings
Health or safety considerations Health or safety considerations
Service and Quality Service and Quality
Slide 16
Examples of Emotional Motives Social Approval Social Approval
Recognition Recognition Power Power Love Love Prestige
Prestige
Slide 17
Different customers require different levels of assistance when
shopping How they make these decisions is based on several factors
Previous experience with product or company Previous experience
with product or company How often they purchase the product How
often they purchase the product The importance of the purchase The
importance of the purchase The perceived risk involved in the
purchase The perceived risk involved in the purchase The time
available to make the decision The time available to make the
decision Previous experience with product or company How often they
purchase the product The importance of the purchase The perceived
risk involved in the purchase The time available to make the
decision
Slide 18
Extensive when there has been little or no previous experience
with a product or company High degree of risk It is very expensive
or has high value Examples new car, a home, expensive jewelry
Limited when the customer has purchased the product before, but not
regularly Moderate degree of risk Customer needs more information
before purchasing Examples furniture, electronics, vacations, house
hold appliances Routine when the customer needs little information
about the product Low degree of risk because it is inexpensive It
is purchased regularly so the customers trust the product Examples
groceries, newspapers/magazines, personal care items
Slide 19
Imagine you are buying a new car. Consider the different life
scenarios and the buying motives associated with the lifestyle.
Write a paragraph explaining the car you would choose, whether your
buying decisions would be rational or emotional and what type of
decision making you would use. (You are to write a short paragraph
for each) A teenager buying their first car A single 30 something
with a great job A parent with 3 children A retired golfer that
lives in Florida
Slide 20
Chapter 12 (In Orange Marketing Book) 12.1 pg. 264 Key Terms
and Concepts..(1-3) 12.2 pg. 271 Key Terms and Concepts..(1-3)
Chapter Review..(3-11) You will be held responsible for all red dot
terms for the test