Introduction to Business Lecture 34

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Presentation transcript:

Introduction to Business Lecture 34 MGT211 Introduction to Business Lecture 34

Presentation Stage After approaching the buyer, sales person review the situation. It includes: Type of furniture Wall hangings Type of curtains Personal Taste

Way to start conversation Ask a question. In case of appointment, direct conversation may be started. Avoid unpleasant event to start discussion.

Interest Stage Sales person will try to create interest of the customer in the product. Interest of the customer can be: Prices After sale service Guarantees and Warranties.

Objection Stage Sales person will try to create desire in the customer to buy product. Customers will start raising objections. Sales person will handle the objections raised by the customer.

Closing Stage Getting the order.

Follow up Stage Follow up for execution of order.

AIDA AIDA stands for: Attention Interest Desire Action

Types of customers Skeptic customers. Aggressive Customers Doubtful behavior of the customer because of deception from any seller in the past. Aggressive Customers

Innovation in Sales E-Commerce Tele-marketing or Tele-selling Selling through telephone.

Sales Promotion Promotion of a good or a service for a short time.

Techniques for Sales Promotion Arrangements for a contest. Tradeshows: Display of products at different places. Advertisement of product through entertainment.

Techniques for Sales Promotion POP (Point of purchase promotion) or POS (Point of sale promotion) Promotional material at point of sale can be: Hangings Promotional messages Window Display Wracks

Publicity An unpaid form of promotion through mass media. Publicity can be: News about the company in the newspaper. Advantage of publicity Publicity is more reliable because of unpaid form of promotion.

Public Relations All activities through which a relationship is developed with the public.