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Selling

Selling. Marketing. Warm-up. What characteristics are synonymous with a good salesperson & a bad salesperson. List three of each. Good: ___________, _________________, ______________ Bad: ____________, ________________, ___________________. Objectives / Standards. Objective.

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Selling

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  1. Selling Marketing

  2. Warm-up What characteristics are synonymous with a good salesperson & a bad salesperson. List three of each. Good: ___________, _________________, ______________ Bad: ____________, ________________, ___________________

  3. Objectives / Standards

  4. Objective • Explain the nature of selling • Explain personal characteristics of a successful salesperson • Agenda • Warm-up • Foundations of Selling • Sales Pitch assignment • Psychology of Color • Complaint Letter

  5. Selling • Fun Fact: • Goods & Services must be sold in order for a business to exist • Selling is: • Responding to customer needs and wants through planned, personalized, communication in order to influence purchase decisions & ensure satisfaction • Extends past taking orders & customer service

  6. Selling is… • Planned Communication • Planned does not mean “canned” communication • Salespersons must know the product they are selling & the people they are selling it to • Research both in order to be effective • Know features & benefits of a product • Can demonstrate product to consumer • Can get customer interested in product • Personalized Communication • Interacting with the customer • Face-to-Face or Over Phone • Selling is not advertising • Advertising is one-way communication that is geared towards entire market segments

  7. Selling • Selling takes place to influence purchase decisions • A service to customer • Not a “strong arm” tactic or attempt to make a quick buck • Selling should ensure customer satisfaction • Satisfied customers = repeat business • Repeat business is key to company success • Over 2/3 of sales are from repeat customers

  8. Selling (Reasons Why It Occurs) • Some goods are sold directly to the consumer for “ultimate consumption” • A farmer selling vegetables on side of the road • Someone selling baskets at a craft show • A doctor treating a patient • A retailer selling a dvd player • A hairstylist giving a haircut • Some goods are sold to organizations for resale • A wholesaler buys candy to sell to grocery stores • A college bookstore buys textbooks to resell to students • When a company buys a product they can do two things with it • Use it to produce other goods • Use it for general operating purposes

  9. Selling • Where does selling occur? • Anywhere that person-to-person contact takes place • Phone • At doorstep • Place of business • Store • Office • How are products sold? • Products are either sold directly to the consumer or indirectly through an intermediary • Direct to consumer is selling something without the use of a retailer or wholesaler • You sell magazines, candy, Tupperware, etc… • Indirect to consumer occurs when you use a retailer or wholesaler to distribute a product • Target sell dvds, cds, and other items after purchasing them from suppliers • A wholesaler sells steel beams to a small construction company that is building an office building • An athletes agent gets their client a 5-year contract with a professional sports team

  10. Selling • Every business organization sells something • More than 12 million Americans work in sales • Ideas, goods, & services • Tangible items are items that can be touched, tasted, smelled, or even heard • Cars, Clothes, Food, etc.. • Intangible items are the services we pay someone else to perform • Dry cleaning, lawn care, health care, etc.. • Some items have elements of both • Example: Dry Cleaning • The act of cleaning is intangible • The smell and touch of a clean shirt is tangible

  11. Selling • What is the role of selling in our economy? • Economy depends on selling because it • Keeps our economy moving • Promotes competition • Affects employment • Adds utility (value) • Helps customers determine needs • Creates desire for products

  12. Selling • Keeps our Economy Moving • Businesses buy resources (natural, human, & capital goods) to be used in the production of goods & services. • Businesses sell their creations to those that want them • Manufacturers, retailers, wholesalers, households, & individuals. • Selling keeps our economy moving by enabling us to move the products that come from our factories & farms to the people and businesses that will use them

  13. Selling • Promotes Competition • All businesses compete for customer dollars (scarce) • Businesses that sell the most products at the best prices will succeed • Competition brings about three key things • New Products • Improved Products • Lower Prices • Affects Employment • As businesses grow they have to hire more people to keep up with demand & vice versa • Starbucks opened in 1971 • Store employees, managers, manufacturers, retailers, have all benefited from their growth • More than 10,000 Starbucks locations in 30 countries

  14. Selling • Adds Utility • Selling adds usefulness or value to products • Selling allows products to be in the right place at the right time • Skilled salespeople will create desire in a product • Sell the product & complimentary goods along with it • Product: Golf Clubs • Complimentary Goods: Golf tees, golf balls, gloves, shoes, clothes, etc.. • Sales professionals can point out features & benefits of a product • Help Customers Determine Needs • Selling is a two-way communication process • Customers can ask questions & receive assistance with their buying problems

  15. Selling • Creates desire for Products • Skilled salespeople create desire for a product • Determine customer needs, wants, & buying motives • Explain features & benefits of a product If you were a salesperson at Best Buy and a mom comes in with her two children to look at cameras…what would you say to create interest in the product? If an elderly women came into purchase a camera; How might your sales approach differ?

  16. Selling 1. Define selling. 2. Identify three reasons that goods and services are sold. 3. Distinguish between tangible and intangible products. 4. Where does selling occur? 5. How are products sold? 6. How does selling keep our economy moving? 7. In what way does selling promote competition? 8. Explain how selling affects employment. 9. In what way does selling add utility to goods and services? 10. How does selling help customers determine their needs? 11. How can selling create desire for products?

  17. Selling • What makes a successful salesperson? • All salespeople make an impression on customers • Good salespeople increase company clientele and sales • Certain characteristics are synonymous with good sales professionals

  18. Sales Pitch Assignment • Select an item at random • You will sell product to class using your sales technique • Product picked needs original name & new purpose • Create a slogan that matches product personality • Give three features of product & at least one benefit • You will present your product to class or have it filmed • Idea is to take on the personality of a salesperson. • The audience is your customer (infomercial in nature) • Know your product. Be excited about your product. Sell it.

  19. Sales Pitch Assignment • You will answer each question and then present to class via live performance or videotaped effort • Can work with another group and tape off of cell phone or flip camera • Can do it live • Grade: ______ / 50 points • New product name & purpose (10 pts) • Slogan (5 pts) • 3 features (7.5 pts) • 1 Benefit (2.5 pts) • Sales presentation skills (25 pts) • Voice, confidence, product knowledge, creative, communicate well

  20. Selling

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