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

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

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

Feature-Benefit Selling Matching the characteristics of a product to a customer’s needs and wants What are features? What are benefits?

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

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

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

Getting Ready To Sell Pre-Approach Product Information Industry Trends Prospecting Employer Leads Directories Newspapers Commercial Lists Customer Referrals Cold Canvassing

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

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

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

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

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

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

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