1. Nicole Montanaro MAR 3400 PRESENTATION

2.  Making A Sale  Gaining future customers  Training new Sales associates to be successful SATISFYING ELEMENTS ABOUT A CAREER IN SALES

3.  Personal levels with customers  Creates trust  Positive word-of-mouth  “Good connections will expand a company's reputation.” -Carlos Vazquez- Stir Crazy Sales Manager IMPORTANCE OF RELATIONSHIP MARKETING

4.  Helps communication between employees and customers  Written guideline for employers to follow  “Always do what's right for the customer and tell them what they need to know. Since insurance is an industry of fraud, we need to create an understanding of our services.” –Matt Juengal- State Farm Sales Associate ETHICS IMPACT SUCCESS IN A SALES CAREER

5.  F= Physical characteristics of the product  A= performance characteristics of the product And how it can be used to help the buyer  B= Benefit and favorable result the buyer receives from the product and how it satisfies the buyers needs HOW DO SALES PROFESSIONALS USE THE FAB TECHNIQUE?

6.  Face- to- Face interaction  Personal or Direct selling  Involvement  With community or interactive site s  Promotions  Using coupons, discounts, ads COMMUNICATION TECHNIQUES THAT ARE MOST SUCCESSFUL IN SELLING

7.  Positive reputation  Good publicity  Cold Calls  Promotions  “82 years of upholding an excellent reputation in business keeps customers and gains new prospecting customers from other supermarkets” –Joseph Faclane- Sales Store Manager of Publix BEST PROSPECTING TECHNIQUES