1. Selling in Today’s Market http://www.youtube.com/watch?v=EUgxl7Yi2O4

2. Risk  “What you have to do and the way you have to do it is incredibly simple. Whether you are willing to do it is another matter.”

3. Clarification  Everyone everywhere sells something. You might be selling a product, a service, an idea or concept, or yourself. Whether tangible or intangible, the same basic principles of salesmanship apply and can be adapted to almost any situation. There are important factors that can impact the success of your interaction with customers. Every customer is different and a good salesperson knows how to operate successfully with all types of customers. You may not like selling but you will be involved in the activity numerous times throughout your lifetime.

4.  Are you a salesperson at home? When?  What about when you go for a job interview? Explain.  Are there times you try to sell something to your teacher at school? Explain.

5. What is the Goal of Selling???  The purpose of selling is to help customers make satisfying buying decisions, which create ongoing, profitable relationships between buyer and seller.

6. Types of Selling  Personal selling. Direct contact between a salesperson and a customer; two-way communication between the seller and the buyer.  Solution selling. This type of selling provides solutions to customers’ problems by finding products that meet their needs.  Feature-benefit selling. A concept that matches the characteristics of a product to a customer’s needs and wants.

7. Customer Benefits  Customer Benefits are the advantages or personal satisfaction a customer will get from a good or service.

8. Products Do Not Sell Themselves  Sales are based on these certain truths.  Sales don't just happen. Planning and Research are needed  Selling skills can be learned.  Everyone can learn to be an effective salesperson.  Customers don't care how much you know until they know how much you care.  If sales are done correctly, customers will be satisfied and the company will be profitable. Research has shown that a satisfied customer will tell three people how nice their buying experience was with you, while a dissatisfied one will tell 20 how bad it was. Satisfied customers will bring you more business, and these referrals will be ready to buy from you. Dissatisfied customers will cost you sales, and rarely will you even know why.

9. Customer Buying Motives  Salespeople must know what motivates customers to buy and what decisions customers make before the final purchase. Motives are usually rational or emotional.  What motivates you to purchase a product or service?  1.  2.  3.  4.  5.

10. Two Types of Buying Motives  Rational- conscious or logical reasoning for purchasing a product for reasons such as savings, health, safety, etc…  Emotional- a decision based off of feelings a customer experiences with the product.  Social, prestige, brand recognition 

11. Types of Decision Making  extensive decision making- used when there has been little or no previous experience with an item; goods/services have a high degree of perceived risk; very expensive or have high value to the customer (Example: first home purchase).

12. Limited  limited decision making– used when a person buys goods/services that s/he has purchased before but no regularly; products has a moderate degree of perceived risk (Example: a 2 nd car or a vacation).

13. Routine  routine decision making – used when a person needs little information about a product/service; perceived low risk because product is bought frequently or satisfaction with product is high (Example: groceries)

14. Application  Have you ever had to save for a long time to make a purchase? What factors went into your decision making?

15. Brainstorm  What are customers really looking for when they buy the following products:  (a) Jewelry  (b) Apparel  (c) Winter coat  (d) Running shoes