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Marketing Indicator 2.01

Marketing Indicator 2.01. Acquire a foundational knowledge of selling to understand its nature and scope. (foundation). Selling is…. Personal communication between the salesperson and the customer Purpose: Satisfy buying decisions and establish ongoing, profitable relationships.

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Marketing Indicator 2.01

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  1. Marketing Indicator 2.01 Acquire a foundational knowledge of selling to understand its nature and scope. (foundation)

  2. Selling is… • Personal communication between the salesperson and the customer • Purpose: Satisfy buying decisions and establish ongoing, profitable relationships http://www.youtube.com/watch?v=MSqXKp-00hM

  3. Identify types of items that are sold. • Goods • Services • Ideas • Experiences

  4. Explain reasons that customers buy goods and services. • Feature - Benefit selling - Product Features – basic, physical attributes of product -Customer Benefits – advantages or satisfaction customers get from product • Motives • Rational- conscious, logical For example: Purchasing a hybrid car due to increased gas mileage • Emotional – feelings associated with purchase For example: Purchasing a Valentine’s gift for a loved one

  5. Explain how & where selling occurs. • Inside Sales – done from the sellers’ place of business • Retail Sales – businesses that sell to the final consumer • Telemarketing – sales done over the phone, call-centers call you or you call them. • Online – sales done at a store website

  6. Explain where selling occurs. • Outside Sales – takes place outside the seller’s place of business • B2B (business to business) Sales – selling goods and services to business • At your door http://www.youtube.com/watch?v=5y4b-DEkIps

  7. HOW ARE PRODUCTS SOLD? • Directly to the user • Examples: • Doctors sell their services directly to their patients • Farmers sell their produce directly to consumers at roadside stands • Indirectly through intermediaries (wholesalers, retailer, agents, etc.) • Examples: • A real estate agent sells a house • Food lion purchases Pepsi to resale to consumers

  8. ROLE OF SELLING IN OUR ECONOMY • Keeps the economy moving • Flow of buying and selling • Promotes competition • Affect employment • More sales = growing business = more hires • Adds utility • Usefulness of the product • Helps determine customers needs • Two way communication • Creates a desire for products • Appeal to reasons that customers buy

  9. Explain personal characteristics of salespeople that are essential to selling. • Communication Skills • Emotional Intelligence Skills • Computer and Technical Skills • Positive Attitude • Goal Orientated • Empathy • Honesty • Enthusiasm • http://www.vh1.com/video/movies/494630/repo-men-frank-is-selling-a-customer-an-artificial-pancreas.jhtml#movieId=1630145 • http://www.youtube.com/watch?v=pTaTitRENDM

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