1. 12.2 Getting Ready to Sell Pre-Approach: the preparation for the face-to- face encounter with potential customers. A.Product Information: 1.Salespeople find information through direct experience, written publications, other people, and formal training. 2.Businesses offer discounts to employees so they can buy and use their merchandise. 3.Labels provide information for clothing items and prepackaged goods.

2. 12.2 Getting Ready to Sell B.Industry Trends: sales representatives read periodicals related to their trade to gain insight into the industry. C.Prospecting: looking for new customers. 1.Employer leads: some firms employ entire telemarketing teams to generate leads for their sales staff. 2.Directories: lists businesses that may be potential customers for certain industrial goods and services. 3.Newspapers: provide good leads for some salespeople.

3. 12.2 Getting Ready to Sell 4.Commercial Lists: salespeople buy lists of potential customers from companies specializing in categorizing people. 5.Customer Referrals: satisfied customers give salespeople the names of other people who might buy the product. 6.Cold canvassing: potential customers are selected at random.

4. 12.2 Getting Ready to Sell D.Preparing for the Sale in Business-to- Business Selling: pre-approach activities depend on whether the sales call is with a previous customer or a new one. D.DO YOUR HOMEWORK!!!! E.Preparing for the sale in retail selling: 1.Straightening, rearranging, and replenishing the stock. 2.Adjusting price tickets before and after special sales.

5. 12.2 Getting Ready to Sell E.Preparing for the sale cont. 3.Learning where stock is located and how much is available. 4.Arranging displays. 5.Vacuuming the floor, dusting the shelves, and keeping the selling and display areas neat and clean.

6. 12.2 Getting Ready to Sell F.Company Policies and Training: 1.Training: a four-step process is often used by sales managers who are responsible for training new sales personnel. 2.Compensation and Sales Quotas: salespeople are compensated by straight commission, straight salary, or salary plus commission.

7. 12.2 Getting Ready to Sell Sales quotas: dollar or unit sales goals set for the sales staff to achieve in a specified period of time. 3.Legal and Ethical Issues: sales associates may engage in hard-selling tactics Or may lie to a prospective customer.