WedNESDAY , November 14th

1. Unit 6 – SELLING • Warm up • Complete Ideal Salesman Poster • Vocabulary – 2.08 – Quia – Write Terms and Definitions • Obj. 2.08 - Acquire Product Knowledge • Slide show/Notes • Activity – feature or benefit worksheet • Activity – feature/benefit chart • ONLY COMPLETED WARM UP! WedNESDAY, November 14th

2. Unit 6 – SELLING • Obj. 2.08 - Acquire Product Knowledge • Slide show/Notes • Activity – feature or benefit worksheet • Activity – feature/benefit chart • TOMORROW – Quiz on 2.01 and 2.08 • 12 WEEKS TEST ON TUESDAY!!! THURSDAY, November 15th

3. Unit 6 – SELLING • Warm up - • 1st 10 minutes – review for quiz • Quiz on 2.01 & 2.08 (includes vocabulary!) • Current Event 12!!! • Review – 12 Weeks Test • 12 WEEKS TEST ON TUESDAY!!! • 75 questions, on elements, made by Central Office FRIDAY, November 16th

4. Review – 12 Weeks Test • REVIEW – REVIEW – REVIEW • Look at your Unit Tests Results • Focus on objectives where you did poorly!! • ON QUIA – ALL PERIOD!!! • 12 WEEKS TEST ON TUESDAY!!! • 75 questions, on elements, made by Central Office MONDAY, November 19th

5. 12 WEEKS TEST • TESTING ENVIRONMENT • NO TALKING!! • HAPPY THANKSGIVING!! TUESDAY, November 20th

6. Find features and boost benefits!

7. 2.08 Acquire Product Information for use in Selling

8. The product itself • Information in the product package • Salespeople use the product thereby gaining firsthand knowledge • Personal use gives salespeople confidence Sources of Product Information used in Selling

9. Customers • Satisfied customers talk to salespeople about the product • Customer testimonials can be used for selling • Manufacturers’ brochures and publications • Free information from the manufacturer on the product • Best source on construction and materials

10. Other sales personnel • Get advice from experienced salespeople • Ask other salespeople questions • Promotional materials • Product bulletins • Catalogues • Manuals • Make feature/benefit statements using the promotional material

11. Construction and materials • What is it made of • Who makes it • How is it made • What is the difference between two items • Appearance and style • This is a classic it won’t go out of style Types of Product Information Used in Selling

12. Unique or novel features • You have something the competitor does not—for example your drug store delivers • Durability • How many miles can I get from these tires • How many hours will these batteries last • Product uses • What will this do • How can it be used • Service and warranty information • Especially important with appliances, electronics and cars

13. During merchandise approach to give product information to the customer first thing During sales presentation when showing features and benefits Help customers overcome objections by further explaining the product During closing to remind the customer of the main features that meet their wants and needs Use Product Information in Sales Presentations

14. Decide which features and benefits appeal to each customer • Customers buy BENEFITS not features • Different customers want different benefits from the same product • Listen, question and observe the customer to determine needs and wants • Explain only the benefits that pertain to the current customer Guidelines for Acquiring Product Information

15. Explain appropriate features and benefits for the current customer • Emphasize or demonstrate benefits • Use descriptive phrases • Explain technical benefits in a way that the customer understands • Remember: BENEFITS sell

16. Evaluate customer reactions • Observe the customer while talking about the benefits • Move to another benefit or continue based on reaction • Ask questions to clarify wants and needs of the customer

17. Identify product features and benefits

18. Part of the sales presentation where the salesperson points out features of a good or service that will be beneficial to the customer Prove to customers your product has features that benefit them Compare to competitors Feature Benefit Selling

19. Product package information Manufacturers’ brochures and publications Promotional materials for the product Feature/benefit information can be found in:

20. Physical characteristic or quality of a product • Describes the product in a way that can be touched, felt, smelled, seen or measured • Answers “What is it?” • Basic purpose of the product • A watch keeps time feature

21. Satisfaction that a customer gets from a good or service—what it does for them • Sally is happy when she gets a manicure and her nails look good benefit

22. Obvious/apparent—easily recognizable • “This shirt is made of cotton. It is soft and will keep you cooler in hot weather.” • Unique/exclusive—come only with the purchase of a particular product • “If the pizza does not arrive within 30 minutes of when you order by phone it is free.” • Hidden—not usually seen without assistance of salesperson • “Look at the back of this watch, it has a release mechanism for changing the battery.” Benefits can be:

23. A listing of a product’s features with their corresponding benefits Feature-benefit chart

24. List all the features of a product on a chart—start with the ones that are most obvious Next list the less obvious or hidden features At each feature, ask “What will the customer get from this?” Write this answer beside the feature There may be multiple benefits for one feature How to create a feature-benefit chart

26. Prepare a Feature/Benefit chart for one of the following: • A product you recently bought or are considering buying • A college you are considering • The prom • It should have at least 4 features/Benefits ACTIVITY