1. EXPLAIN COMPANY SELLING POLICIES. Marketing Performance Indicator 2.03 Please use your cell phones to search terms during this presentation.

2. Policy Define the term “Policy” What are the CMS and AKHS policies for staff and student ID cards?

3. Why do we have policies?

4. Businesses have policies too... What types of policies do businesses use? https://www.youtube.com/watch?v=YkCWy-KuW7o Search company policies and report findings

5. Selling Policies Guidelines for determining how products are sold.  How will products be sold? With other products or separately...  How are sales tracked? Receipt, online, customer information...  How are customers treated? https://www.youtube.com/watch?v=IN6cJ_wGmsk

6. Selling Policies  What does customer receive at the end of the transaction? Receipt, gift box, rewards points  Are there any government rules or regulations that must be followed?

7. TERMS OF SALE POLICIES Terms-of-sale policies:  Conditions that apply to different types of transactions  Returns  https://www.youtube.com/watch?v=fP0MXJAQhmo https://www.youtube.com/watch?v=fP0MXJAQhmo  Refunds  https://www.youtube.com/watch?v=wHQmefPENt8 https://www.youtube.com/watch?v=wHQmefPENt8  Exchanges  Regulations  https://www.youtube.com/watch?v=Gx9ICWLyHfU https://www.youtube.com/watch?v=Gx9ICWLyHfU  http://www.southwest.com/html/customer-service/extra-seat/index-pol.html http://www.southwest.com/html/customer-service/extra-seat/index-pol.html

8. Compare and contrast policies from 2 competing companies.

9. Selling Policy Activity: Partners Choose 1 – Create a “Go Animate” video in which a salesman must explain the company’s return and refund policy. Create a detailed skit to present to the class in which a salesperson and customer discuss the return and refund policy. Write a sales policy for a company that you create.

10. SERVICE POLICIES Guidelines for customer services  What is included in the sale of the service? Warranties Delivery Training  What if customer is unhappy? Search policies of businesses that provide only services

11. WHY ARE SELLING POLICIES IMPORTANT? Selling policies standardize sales. Company and customers understand how products are sold. Protects the company and consumer... legally. Search New Car Sales Lemon Laws

12. WHY ARE SELLING POLICIES NEEDED?  Customers are treated the same way. https://www.youtube.com/watch?v=hL4lSavSepc https://www.youtube.com/watch?v=7WRxEY8o3kc  Increases efficiency of the sales people.

13. EXTERNAL factors that affect selling policies Government regulations. Competitors. Customer expectations. Production costs.

14. INTERNAL factors that affect selling policies Financial Resources. New management. Changes in goals.

15. PROBLEMS with selling policies Policies cover specific circumstances, so some situations will not fit the current policies. Misinterpretation by a salesperson. Some customers will ask for exceptions  exchange for increased business  history with your company.

16. REGULATORY factors that affect selling policies