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Objective 2 - Selling

Objective 2 - Selling. Julia Sacani , Regan Britt, Morgan Mccoy , Tayah Muhammad, Joe Johnson, Jared hunt, Zoe crute-osborne. SELLING IS:.

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Objective 2 - Selling

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  1. Objective 2 - Selling

    Julia Sacani, Regan Britt, Morgan Mccoy, Tayah Muhammad, Joe Johnson, Jared hunt, Zoe crute-osborne
  2. SELLING IS: Responding to a consumer needs and wants through planned, personalized communication in order to influence purchase decisions and ensure satisfaction. Buying motives: Emotional – based on emotion (ex. Social approval, recognition, power, love, prestige) Rational – conscious, logical reasons for purchase (ex. Saves time or money, quality, service) Intangible services vs. tangible goods
  3. Customer Service Happy customers will return and refer you to their friends It is more expensive to replace a customer than it is to maintain one Create Loyalty through Rewards Post-service follow up Factors that affect: Past experiences Advertising Personal needs Word of mouth
  4. Selling Policies Selling policies standardize sales. Ensures that the company and the customers understand how products are sold. Protects the company, legally. Perfect sales man: product knowledge, ethical standards, selling skills, belief that selling is a service, personal appearance, communication, creativity, and self-confidence
  5. Factors that affect selling External: State/federal regulations Competitors actions Changes in customer expectation Changes in cost of producing projects Internal: Sales quotas New management Changes in goals
  6. Branding Brand-impressions and experiences consumers associate with a company, product, or service Branding is all about IMAGE
  7. Grades and Standards Grade-rating assigned to tell customer standards were met Standard-things like size and quality on contents of product to compare it to others Guarantee-assurance of the quality of the product Warranty-promise made by seller if the product does not perform as expected Product recall-request to return product to makers due to discovery of safety issues
  8. Feature-Benefit Chart Feature-Benefit charts assists salespeople by providing a quick reference when selling Features-physical characteristics What you want from a product
  9. Selling process Approaching the customer, determining needs, presenting a product, overcoming objections, closing a sale, etc.
  10. Product Line Group of similar products, made or sold by one company Width-number of different products a business makes or sells Depth-number of items offered within each product line Expansion-adding items to a product or an entire product line Contraction-eliminating an entire line or reducing assortment within Alteration- changing the product and no longer offering the previous product
  11. Sales Calculations Credit card fee-percent of sales based on a sliding scale Multiply tax percentage by subtotal, then add Tax percentage is added to subtotal before shipping and after discounts
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