SALES

1
SALES

• MARKETING PROMOTIONS
• FALL 2004

2
Knowing Your Product and Customer

• Selling
• Personal Selling
• Business to Business
• Selling
• Telemarketing
• Feature Benefit Selling
• Product Features
• Customer Benefits

3
Knowing Your Product and Customer

• Customer Buying Motives
• Customer Decision Making
• Extensive Decision Making
• Limited Decision Making
• Routine Decision Making

4
Preparation

• Product Information
• Industry Trends
• Sources and Methods of Prospecting
• Employer Leads
• Telephone Directories
• Trade and Professional Directories
• Newspapers
• Commercial Lists
• Customer Referrals
• Cold Canvassing

5
Preparing for the SaleBusiness to Business

• Does the prospect need this product or service?
• Does the prospect have the financial resources to
  pay?
• Does the prospect have the authority to buy?

6
Preparing for the SaleRetail Selling

• Straighten, rearranging, and replenishing the
  stock
• Adjusting price tickets before and after special
  sales
• Learning where stock is located and how much is
  available
• Taking inventory
• Arranging displays
• General Up-Keep

7
Initiating the Sale

• Step One- Approach the Customer
• Step Two- Determine Needs
• Step Three- Present the Product
• Step Four- Overcome Objections
• Step Five- Close the Sale
• Step Six- Suggestion Selling
• Step Seven- Relationship Building

8
Presenting the Product

• Show and Tell
• What products to show
• What price ranges to offer
• How many product to show
• What to say

9
Make the Presentation Come Alive

• Displaying and Handling the Product
• Demonstrating
• Using Sales Aids
• Involving the Customer

10
Objections and Rejections

• Welcome and Plan for Objections
• Common Objectives
• 4-step Process for Handling Objections
• Specialized Methods for Handling Objections

11
Closing the Sale

• Timing the Close
• Buying Signals
• Trial Close
• Recognize Closing Opportunities
• Help Customers Make a Decision
• Create an Ownership Mentality
• Dont Talk Too Much and Dont Rush a Customer

12
Specialized Methods for Closing the Sale

• Which Close
• Standing Room Only Close
• Direct Close
• Service Close

13
Effective Selling

• Suggestion Selling
• Offer Related Merchandise
• Recommend Larger Quantities
• Call Attention to Special Sales Opportunities

14
Relationship Marketing

• Taking Payment/Taking the Order
• Departure
• Follow-Up
• Evaluation