Acquire a foundational knowledge of selling to understand its nature and scope. (foundation)

Selling is… Personal communication between the salesperson and the customer Purpose: Satisfy buying decisions and establish ongoing, profitable relationships

The Art of the Sale

Identify types of items that are sold. Goods Services Ideas Experiences

Explain reasons that customers buy goods and services. Feature - Benefit selling - Product Features – basic, physical attributes of product -Customer Benefits – advantages or satisfaction customers get from product Motives Rational- conscious, logical For example: Purchasing a hybrid car due to increased gas mileage Emotional – feelings associated with purchase For example: Purchasing a Valentine’s gift for a loved one

The Benefits of Harvey the Dog

Explain how & where selling occurs. Inside Sales – done from the sellers’ place of business Retail Sales – businesses that sell to the final consumer Telemarketing – sales done over the phone, call-centers call you or you call them. Online – sales done at a store website

Explain where selling occurs. Outside Sales – takes place outside the seller’s place of business B2B (business to business) Sales – selling goods and services to business At your door

Outside Sales Pitch

HOW ARE PRODUCTS SOLD? Directly to the user Examples: Doctors sell their services directly to their patients Farmers sell their produce directly to consumers at roadside stands Indirectly through intermediaries (wholesalers, retailer, agents, etc.) Examples: A real estate agent sells a house Food lion purchases Pepsi to resale to consumers

ROLE OF SELLING IN OUR ECONOMY Keeps the economy moving Flow of buying and selling Promotes competition Affect employment More sales = growing business = more hires Adds utility Usefulness of the product Helps determine customers needs Two way communication Creates a desire for products Appeal to reasons that customers buy

The following characteristics contributes to sales success Education and training Self-motivation Self-confidence Positive Attitude Product knowledge Customer knowledge Ethics Empathy Persistence and patience Selling skills Belief in selling as a service Communication skills Creativity Personal appearance

Empathy in Sales

“Honest” Car Sales

The Perfect Salesperson Using the characteristics of a good salesperson listed in your notes, create the perfect salesperson with the outline given below. Use words, phrases, pictures from magazines, drawings, and color; to add “good characteristics” to your outline.