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Sales Knowledge: Customers, Products, Technologies

6. Chapter. Sales Knowledge: Customers, Products, Technologies. The Tree of Business Life: Knowledge. Guided by The Golden Rule : Be an expert on everything associated with your product(s) Use wisdom when applying knowledge

aidan-cooper
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Sales Knowledge: Customers, Products, Technologies

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  1. 6 Chapter Sales Knowledge: Customers, Products, Technologies

  2. The Tree of Business Life: Knowledge Guided by The Golden Rule: • Be an expert on everything associated with your product(s) • Use wisdom when applying knowledge • Remember, customers rely on you to truthfully provide knowledge and wisdom • Realize that people do not care how much you know until they know how much you care T T T Service Ethical T T T T T T T T Builds T r u e Relationships T C I

  3. Sources of Sales Knowledge • Sales training • Experience

  4. Exhibit 6-4: Examples of Prices and Discounts Salespeople Discuss in Their Sales Presentations

  5. 6 Chapter Appendix A: Sales Arithmetic and Pricing

  6. Types of Prices • List price – _______ price • Net price – after discounts • Zone price – based on geographicallocation • FOB shipping point – buyer pays • FOB destination – seller pays

  7. Discounts Lower the Price • Quantity discounts • ___-__________ • _________ • Cash • Trade • Consumer

  8. Exhibit 6A-2: Types and Examples of Discounts

  9. What Is Markup? • Markup is the dollar amount added to the product cost to determine its selling price • Markup is often expressed as a __________

  10. What Is the Percent Markup? $1.00 = cost to retailer $ = dollar markup $2.00 = selling price

  11. What Is the Percent Markup?, cont… • It depends on whether you use • _______ _____, or • ____ • Dollar markup is divided by either selling price or cost to retailer • Selling price = __% • Cost = __% • We use _______ price in calculating the percent of markup

  12. Exhibit 6A-3: Example of Markup on Selling Price in Channel of Distribution

  13. Exhibit 6A-4: Example of Using Unit Cost

  14. Exhibit 6A-5: Profit Forecaster for Granola Bars Shown to Buyer

  15. 1. standard 2. Non cumulative 3. Cumulative 4. 1.00 5. Selling price 6. Cost 7. 50 8. 100 9. selling 10. percentage Answers to Blanks

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