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Collect SWAS #3

Collect SWAS #3. Proof Providers. Page 197-99. Types. Facts and Statistics: Direct information about performance of product _________ sources most effective Testimonials: Statements from __________customers Written statements more effective Case Histories

erica-summers
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Collect SWAS #3

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  1. Collect SWAS #3

  2. Proof Providers Page 197-99

  3. Types • Facts and Statistics: • Direct information about performance of product • _________ sources most effective • Testimonials: • Statements from __________customers • Written statements more effective • Case Histories • A testimonial in a ______ form • Prove a point about the effect of a product • Show ___________

  4. Presented Using (pages 199-203) • Verbal Statements • Printed handouts • Customized analysis on paper • Computer visuals • Product demonstrations

  5. Guess What … You’ll want to develop or get these for your RSS presentation

  6. Buyer Types and Proof

  7. Relationship Buyers and Their Purchase Decision • Information Search • Word of mouth - friends and neighbors • ______ of source is important factor • Weigh Alternatives • Ask opinion of their ________ • Listen to the advice of trusted salesperson • Makes Decisions Quickly

  8. What sort of “proof” is most essential with this client?

  9. Economic Buyers and Their Purchase Decision • Economic Buyers . . . • __________ information search • Searches for cost effective solution • Weigh alternatives • Very careful to get the __________ • Pit one supplier against another

  10. What sort of “proof” is most essential with this client?

  11. Business Buyers and Their Purchase Decision • Information Search • __________ search • Examines how the solution impacts the _____________ • Weighs alternatives • Weighs both economic and personal • Evaluates worth with each attribute • to determine the best overall value

  12. What sort of “proof” is most essential with this client?

  13. Communication Types and Proofs(page 82 – Providing the Sales Story) • Amiable: • Expressive: • Driver: • Analytical:

  14. RSS Objectives Coursepack

  15. RSS Overview • Ready-Set-Sell requires you to . . . • Develop a full sales presentation • on a product or service of your choice • Make that presentation – 15 minutes in length • to a professional salesperson • who will evaluate your presentation • Prepare a self evaluation • of your presentation • RSS day is . . . April 18th(3:30-7:30 pm) Dinner included

  16. Presentations from 3:30 -5:30 Can you skip the dinner?

  17. Ready-Set-Sell • The RSS project • Is an exciting “real world’ project • Is a “living case problem” • that is tailored to fit your personal interest • Creates a great learning experience • if you take it seriously • that can help you land a good job • Is not difficult • but requires a great deal of work • Is an exciting -- and fun project

  18. RSS Benefits • There are many potential rewards • from the RSS project • Ready Set Sell will… • Help you understand the selling process • Enhance your communication skills • Boost your self-confidence • Help you determine if you like selling • Make you a better “buyer”

  19. An RSS perspective from former students. Amy- RSS tied all the small points of the class into one very enjoyable project. Brian- RSS gave him the confidence that he could be a successful salesperson in the future.

  20. Importance • The RSS project is a BIG DEAL! • Worth 38% of your total course grade. • Worth a maximum of 250 points • So . . . Keep yourself focused on RSS • April 18th!

  21. RSS Procedure • The RSS procedure . . . • is simple but requires much attention to detail • Selection of product/service to sell • Select target prospect • Develop prospect profile • Determine sales call objective and strategy • Prepare sales call • Practice; Practice; Practice • The RSS project will last the rest of the term!

  22. RSS Preparation • You don’t do RSS by yourself! • You will have much assistance… • Reading assignments • Class lectures and discussions • Video Demonstrations • Role play practices • Your instructor!

  23. Activities and Homeworks 11 Assignments 11 Activities

  24. Choosing The RSS Product • It is important to choose a product/service that. . . • You are interested in • You have some previous knowledge of • You can learn about during the project • Ideally the product/service should be… • __________________________________ • Something you have some ___________ • Be a specific product rather than a “line” • Not too complex • Or it may be difficult to learn or explain • in the time we have available

  25. Critical Point • Once your RSS product has been approved • it may be difficult to change • because we will already have invited professional salespeople to work with you on that product • Get specific prior approval from the instructor • Using the change sheet

  26. Customer Hints and Suggestions • Think carefully about your prospect • You could sell to… • An end user customer (consumer) • A business who resells the product (retailer) • A manufacturer who uses the product

  27. Product hints and Suggestions • Choose product that you have used • or are familiar with in some way • Make sure you start looking for information • as soon as your instructor • has approved your choice • Represent a company • you like, know something about, • or know somebody who works there

  28. RSS Product Information • Once your product/service has been approved • You will need to collect technical information • about your product and the company • so you can present it to your prospect • You will need to generate selling aids • to help you communicate • your product benefits to your prospect

  29. RSS Preparation • You will prepare for RSS • throughout the entire semester • step-by-step building your presentation • Your instructor • will work with you on each step • tailoring it to your presentation • There will be a “dress rehearsal” • just before the RSS night • to pull everything together

  30. RSS Presentation • On RSS night • You will be grouped with 3-4 other students • You will meet your professional salesperson • Each will make your presentation • Each will be evaluated by the salesperson • Each presentation will be recorded • You will then join the salesperson for dinner • and discuss professional selling

  31. RSS Evaluation • You will be evaluated in several ways… • Homework’s and activities • Sales Presentation • Professional Salesperson • Self Evaluation - Report

  32. Let’s look at the sample report

  33. RSS - A Request • We are always on the lookout • for professional salespeople • who might be willing to work with us • on the RSS or SWAS projects • If you have any contacts • who you believe might be good to work with • please give us the name to follow up with

  34. What type of product can you choose? Page 33

  35. RSS #1 – Product Choice Due February 28 Let’s look at Page 34

  36. RSS Videos & Evaluations

  37. Next Class Mr. Ron Novak Sherwin-Williams “Providing Value to Your Customers” Please Dress Appropriately!!

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