5.01 Understand the importance of selling

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Presentation transcript:

5.01 Understand the importance of selling

Selling is… Communication between the salesperson and the customer Consultative selling For example: A salesperson suggesting a wireless network to a customer who travels frequently Feature-benefit selling - Product Features -Customer Benefits

Advantages of Selling Information Flexibility Feedback Persuasion Follow-up

Disadvantages of Selling Cost per customer Time Control Skill

Buying Motives Rational For example: Purchasing a hybrid car due to increased gas mileage Emotional For example: Purchasing a Valentine’s gift for a loved one

Types of Customer Decision Making Extensive For example: An expensive, luxury car Limited For example: A summer vacation to Disney World Routine For example: Pizza on a Friday night

Characteristics of a good salesperson Communication Skills Emotional Intelligence Skills Computer and Technical Skills Positive Attitude Goal Orientated Empathy Honesty Enthusiasm

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