SELLING What is it?????

 Think about good and bad sales experiences you have had.  What could you have done differently to make a bad experience better?  What could the salesperson done differently to make a bad experience better?  Did the good experience make you want to return to that store? Think about it….

 The PROCESS of helping customers find solutions to problems created by their needs and wants.  The PURPOSE is to influence customers to buy the product you are selling.  An individualized message is presented to each customer.  The salesperson adjusts the message to meet the needs of each customer.  Remember the Functions of Marketing -Selling PERSONAL SELLING

 Think of a situation in which you or someone you were with, bought something from a salesperson. How did the salesperson individualize the message for you? THINK ABOUT IT…..

 Selling that is done form the seller’s place of business  Ex. – the salesperson in a department store INSIDE SALES

 Retail stores – most common places for inside sales  Businesses that sell to the final consumer-called retail sales or consumer sales  Telemarketing – personal selling done over the phone  Call center RETAIL SALES/CONSUMER SALES

 Personal selling done over the phone  Call center – an office equipped with a large number of phones  Each telemarketer usually has a headphone so he or she can record orders on a computer  Inbound calls – customers call into the center (to order)  Outbound calls – salespeople call out to the customers  Fund-raisers – calling to raise money for a cause TELEMARKETING

 Take place outside the seller’s place of business  Ex. – Avon representative goes to customer’s home  Pampered Chef party, 31 Purse party…  Most common situations are business-to-business or (B2B sales) OUTSIDE SALES

 The most common outside sales situation  Sales made from one business to another  Companies that sell equipment and raw materials to manufacturers  Manufacturers who sell finished products to retailers  Sales people are called sales representatives BUSINESS-TO-BUSINESS (B2B)

 Salespeople involved in B2B sales  They represent the businesses whose products they sell SALES REPRESENTATIVE

 The process of finding customers and then influencing them to buy your product  Process most associated with sales  Uses the sales process (to be discussed later)  In Retail, sales associates are the order getters  must know the product and be able to present it to customers  Approach new customers and persuade them to buy  In B2B, sales representatives are the order getters  Needs technical knowledge to assist customer in buying ORDER GETTING

 The recording of orders  Recording the order  Calculating charges  Billing  Taking payment  Accuracy very important ORDER TAKING

 People behind the scenes who help sales representatives  Most common in B2B  The link between the sales representative and the company’s home office  Make sure the sales rep has samples, brochures, and other materials they need SALES SUPPORT

 Series of steps that a salesperson goes through to help the customer make a satisfying buying decision  Most order getters use this process 1.Approach Look for customers, make a connection, learn needs 2.Presentation Present information, demonstrate product, show how product meets need 3.Close Obtain the customer’s agreement to buy, take the order Follow up with customer SALES PROCESS