What is Selling

1
What is Selling

• Personal Selling is any form of direct contact
  between a salesperson and a customer
• Retail Selling
• Business-to-Business Selling
• Telemarketing

2
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

3
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

4
Feature-Benefit Selling

• Matching the characteristics of a product to a
  customers needs and wants
• What are features?
• What are benefits?

5
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

6
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

7
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

8
Getting Ready To Sell

• Pre-Approach
• Product Information
• Industry Trends
• Prospecting
• Employer Leads
• Directories
• Newspapers
• Commercial Lists
• Customer Referrals
• Cold Canvassing

9
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

10
The Sales Process

• Pre Approach
• Approach
• Determine Wants Needs
• Presenting The Product/Service
• Overcome Objections
• Closing the Sale
• Suggestion Selling
• Relationship Selling (Assurance)

11
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

12
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 102Marketing Application 2
• Due Wednesday (Monday) Speaker on Wed

13
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

14
Company Policies and Training

• Training
• Explanation
• Demonstration
• Trial
• Critique
• Compensation and Sales Quotas
• Legal and Ethical Issues

15
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