1. Selling training program BSBCMM401A C62247 OLIVIA

2. Outline  Communicate  SALES PROMOTION  Purpose of Sales Promotion  Personal selling  Non-personal Selling  Steps of effective Selling Process

3. .  Selling is providing customers with goods and services they want to buy.

4. communicate more effectively with customers and co-workers  Beware of interrupting  Listen actively  Avoid negative questions  Be sensitive to differences in technical knowledge  Use analogies to explain technical concepts

5. communicate more effectively with customers and co-workers  Use positive instead of negative statements  Be careful of misinterpreted words and phrases  Remember that technical problems involve emotional reactions  Anticipate customer objections and questions  Keep the customer informed

6. SALES PROMOTION  Definition Sales promotion can be defined as an activity taken up to boost the sales of a product.  It can include distribution of free samples, offering free gifts, conducting trade fairs, exhibitions & competitions, offering temporary price discounts etc.

7. Purpose of Sales Promotion  Encouraging the customers to try a new product like free samples distributed by different companies.  Attract new customers.  Encourage customers to use the product or service & make them brand loyal.  Counter a competitor ’ s promotional activities.

8. Personal selling  1) two-way flow of communication Personal selling is a promotional method in which one party (e.g., salesperson) uses skills and techniques for building personal relationships with another.  2) between a buyer and seller

9. Personal selling  3) a face-to-face or real time encounter Because selling involves personal contact, this promotional method often occurs through face-to-face meetings or via a telephone conversation, though newer technologies allow contact to take place over the Internet including using video conferencing or text messaging (e.g., online chat). Personal Selling

10. Non-personal Selling  Informative Advertising  Newspapers  Television and Radio  Direct Mail  Magazines and Trade Journals  Yellow Pages  Internet

12. Steps of effective Selling Process  1. Prospecting Salesperson locates and qualifies prospects  2. Pre approach Salesperson determines sales call objective, develops customer profile, customer benefit program, and selling strategies. Customer ’ s needs are determined.  3. Approach Salesperson obtains interview, meets prospect, and begins individualized sales presentation. Needs are further uncovered.

13. Steps of effective Selling Process  4. Presentation Salesperson relates product benefits to needs, using demonstration, dramatizations, visuals, and proof statements.  5.Trial close Salesperson asks prospect ’ s opinion on benefits during and after presentation.  6. Objections Salesperson uncovers objections.

14. Steps of effective Selling Process  7. Meet Objections Salesperson satisfactorily answers objections.  8. Close Salesperson has determined prospect is ready to buy and now asks for the order.  9. Follow-Up Salesperson provides customer service after the sale.