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SALES

SALES. MARKETING PROMOTIONS FALL 2004. Knowing Your Product and Customer. Selling Personal Selling Business to Business Selling Telemarketing Feature Benefit Selling Product Features Customer Benefits. Knowing Your Product and Customer. Customer Buying Motives

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SALES

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  1. SALES MARKETING PROMOTIONS FALL 2004

  2. Knowing Your Product and Customer • Selling • Personal Selling • Business to Business Selling • Telemarketing • Feature Benefit Selling • Product Features • Customer Benefits

  3. Knowing Your Product and Customer • Customer Buying Motives • Customer Decision Making • Extensive Decision Making • Limited Decision Making • Routine Decision Making

  4. Preparation • Product Information • Industry Trends • Sources and Methods of Prospecting • Employer Leads • Telephone Directories • Trade and Professional Directories • Newspapers • Commercial Lists • Customer Referrals • Cold Canvassing

  5. Preparing for the SaleBusiness to Business • Does the prospect need this product or service? • Does the prospect have the financial resources to pay? • Does the prospect have the authority to buy?

  6. Preparing for the SaleRetail Selling • Straighten, rearranging, and replenishing the stock • Adjusting price tickets before and after special sales • Learning where stock is located and how much is available • Taking inventory • Arranging displays • General Up-Keep

  7. Initiating the Sale • Step One- Approach the Customer • Step Two- Determine Needs • Step Three- Present the Product • Step Four- Overcome Objections • Step Five- Close the Sale • Step Six- Suggestion Selling • Step Seven- Relationship Building

  8. Presenting the Product • Show and Tell • What products to show • What price ranges to offer • How many product to show • What to say

  9. Make the Presentation Come Alive • Displaying and Handling the Product • Demonstrating • Using Sales Aids • Involving the Customer

  10. Objections and Rejections • Welcome and Plan for Objections • Common Objectives • 4-step Process for Handling Objections • Specialized Methods for Handling Objections

  11. Closing the Sale • Timing the Close • Buying Signals • Trial Close • Recognize Closing Opportunities • Help Customers Make a Decision • Create an Ownership Mentality • Don’t Talk Too Much and Don’t Rush a Customer

  12. Specialized Methods for Closing the Sale • Which Close • Standing Room Only Close • Direct Close • Service Close

  13. Effective Selling • Suggestion Selling • Offer Related Merchandise • Recommend Larger Quantities • Call Attention to Special Sales Opportunities

  14. Relationship Marketing • Taking Payment/Taking the Order • Departure • Follow-Up • Evaluation

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