5.01Understand the importance of selling

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5.01 Understand the importance of selling
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Selling is

• Communication between the salesperson and the
  customer
• Consultative selling
• For example A salesperson suggesting a
  wireless network to a customer who travels
  frequently
• Feature-benefit selling
• - Product Features
• -Customer Benefits

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Advantages of Selling

• Information
• Flexibility
• Feedback
• Persuasion
• Follow-up

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Disadvantages of Selling

• Cost per customer
• Time
• Control
• Skill

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Buying Motives

• Rational
• For example Purchasing a hybrid car due to
  increased gas mileage
• Emotional
• For example Purchasing a Valentines gift for
  a loved one

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Types of Customer Decision Making

• Extensive
• For example An expensive, luxury car
• Limited
• For example A summer vacation to Disney World
• Routine
• For example Pizza on a Friday night

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Characteristics of a good salesperson

• Communication Skills
• Emotional Intelligence Skills
• Computer and Technical Skills
• Positive Attitude
• Goal Orientated
• Empathy
• Honesty
• Enthusiasm