Selling Policies

Definition Rules established by management to guide the personal selling effort. Types include: Selling Activity policies Terms of Sale policies Service policies

Selling Activity Policies Provide sales people with guidelines for activities which involve interaction with customers. Directions for how sales people should approach and deal with customers. They include: How to prospect for new clients How to approach customers How to qualify a prospect as a customer How to present the sales message How potential clients can be entertained

Terms of Sale Policies Include guidelines for processing the sale and what can be offered to customers by a sales person, such as: Prices that are offered to customers Discounts that are offered Who pays delivery fees Product/service guarantees and warranties Types of credit accepted

Service Policies Govern the support provided to customers after the sale, including: Return and adjustment policies Installation Repairs and maintenance agreements

Reasons for Selling Policies Establish clear guidelines for sales people to follow Prevent misunderstandings between sales people and customers Prevent sales people from making their own decisions regarding pricing, delivery, discounts, returns, etc. Assures that all customers are treated fairly and equally

Identify the Type of Policy Write the type of selling policy for each scenario: Daylight Donuts only accepts cash, no credit cards Fred’s Mattress Emporium provides free delivery on all mattresses The Style Shop encourages sales people to greet customers as soon as they enter the store Sam’s Hardware gives contractors a discount on lumber and building supplies Modern Kitchens can design new kitchen layouts for customers that are purchasing cabinets Elite Used Cars provides one free oil change on all used cars purchased Premier Financial sales people often meet with clients over lunch or dinner Bob’s Furniture offers 90 days same as cash on purchases over $350