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Understand the importance of selling

Understand the importance of selling. Selling is… . Part of the Promotional Mix Communication between the salesperson and the customer Consultative selling For example: A salesperson suggesting a wireless network to a customer who travels frequently Feature-benefit selling

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Understand the importance of selling

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  1. Understand the importance of selling

  2. Selling is… • Part of the Promotional Mix • Communication between the salesperson and the customer • Consultative selling For example: A salesperson suggesting a wireless network to a customer who travels frequently • Feature-benefit selling - Product Features -Customer Benefits

  3. Advantages of Selling • Information • Flexibility • Feedback • Persuasion • Follow-up

  4. Disadvantages of Selling • Cost per customer • Time • Control • Skill

  5. Buying Motives • Rational For example: Purchasing a hybrid car due to increased gas mileage • Emotional For example: Purchasing a Valentine’s gift for a loved one

  6. Types of Customer Decision Making • Extensive For example: An expensive, luxury car • Limited For example: A summer vacation to Disney World • Routine For example: Pizza on a Friday night

  7. Characteristics of a good salesperson • Communication Skills • Emotional Intelligence Skills • Computer and Technical Skills • Positive Attitude • Goal Orientated • Empathy • Honesty • Enthusiasm

  8. Understand preliminary activities associated with selling

  9. Employee training and development • Product knowledge -Training- formal and informal -Research on your own • Sales techniques • Ethical behavior

  10. Summarize the sales process

  11. The approach is… • The first encounter with a potential customer • Service approach • Greeting approach • Merchandise approach • Combination approach

  12. How to determine consumer needs • Determine customer’s reasons for buying • Observing • Listening • Questioning and Engaging

  13. Product presentation time! • What products do you show? • How they will use the product? • Show a medium-priced product first! • Highlight the features and benefits

  14. Product presentation time! • Display and handle the product • Demonstrate the product • Use sales aids • Involve the customer • Hold the customer’s attention

  15. How to handle objections • Objection vs. Excuse • Objection based on: -Need -Product -Source -Price -Time

  16. Methods to handle objections • Substitution • Boomerang • Question • Superior-point • Denial • Demonstration • Third party

  17. Methods for closing the sale • Which • Standing-room only • Direct • Service

  18. Suggestion selling is… • Selling additional goods to enhance the original purchase • Cross selling • Upselling • Special sales opportunities

  19. How to maintain a relationship with the customer • Order processing • Departure • Order fulfillment • Follow-up • Customer service • Keeping a client file • Evaluate sales efforts

  20. What is CRM? • Customer Relationship Management • Implement technology and CRM • Maintain contacts • Maintain relationships • Develop customer loyalty • Implement rewards program

  21. Execute sales transactions

  22. Sales transactions include: • Cash or sales check • Debit card sales • Credit card sales • Layaway sales • On approval sale • Cash-on-delivery (COD) • PayPal

  23. How much do I owe? • Multiply unit price times the quantity purchased. • Add the totals together to determine the subtotal. • Calculate sales tax. • Calculate shipping charges if applicable. • Add the subtotal, tax and shipping charges. Item Qty. Price Extension Socks 2 $2.99 $5.98 T-shirt 1 $7.99 $7.99 Subtotal: $ 13.97 Tax $1.05 Shipping $2.00 TOTAL $17.02

  24. How much does the retailer owe? • Debit sales For example: Ce’Mour’s Hair Studio is charged a nominal fee regardless of the amount purchased • Credit sales For example: Paynet Systems’ charges are based on a sliding scale

  25. Prospecting • Preapproach • Prospect (lead) • Endless chain method • Cold canvassing

  26. B2B/Retail Preparation • Preapproach • Straightening/cleaning • Adjusting price tickets • Stock information • Arranging displays

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