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The Sales Process Mrs. Wilson Spring 2014

The Sales Process Mrs. Wilson Spring 2014. Q.O.D. 1 /8/ 14. What makes someone a good salesperson? What traits do they have? Do salespeople have to be aggressive to sell? . Selling . Selling - helping customers make buying decisions.

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The Sales Process Mrs. Wilson Spring 2014

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  1. The Sales ProcessMrs. WilsonSpring 2014

  2. Q.O.D.1/8/14 What makes someone a good salesperson? What traits do they have? Do salespeople have to be aggressive to sell?
  3. Selling Selling- helping customers make buying decisions. Salespeople communicate how products and their features match customers’ needs and wants.
  4. Before the Sale The most important thing sales associates must do before selling anything is have PRODUCT KNOWLEDGE. The more you know, the more you sell.
  5. PERSONAL SELLING Non-Personal Selling selling that doesn’t involve interaction between people. Personal Selling direct interaction between sales associates and customers.
  6. Selling So….. Why is selling so important? THEY WANT REPEAT BUSINESS!!!!!
  7. Q.O.D.1/9/14 What is the difference between personal and non-personal selling? Give an example.
  8. SALESPEOPLE How do salespeople know the details about what they’re selling? Direct Experience Printed Materials Other People Formal Training Examples of each?
  9. Customer Decision Making When shopping, some people NO help. They know exactly what they want, buy it and leave. Others require much time and effort.
  10. Decision Making 1. Extensive Decision Making- Little or no experience with the item because its infrequently purchased (Appliances, first home)
  11. Decision Making 2. Limited Decision Making Have purchased before, but not on a regular basis. Examples-suit, furniture, vacation
  12. Decision Making 3. Routine Decision Making Customer needs little information about a product because of much experience with the product. Examples- makeup, groceries
  13. Brand Loyalty Even routine purchases can be expensive if the person is brand loyal. Example- always purchase New Balance tennis shoes, Acura vehicles, etc.
  14. 7 Steps of a Sale Open the Sale Sales associate establishes contact with the customer by greeting them. Determining Customer Needs Discover what the customer needs/wants Present the Merchandise present merchandise, encourage them to try it, smell ietc. Engage the 5 senses.
  15. 7 Steps of a Sale 4. Handling questions and objections Why is the customer reluctant to buy? Remove uncertainty!!! Help customer make a buying decision (hopefully to buy!)
  16. 7 Steps of a Sale 5. Closing the sale Getting the customer’s positive agreement to buy (“I’ll take that.” “Let’s ring it up.” ) Most important step. Most people in sales don’t ask for the sale. This hurts the business. 6. Suggestion selling Suggesting that the customer buy additional merchandise or services to save money or better enjoy the original purchase. (Extended warranties) 7. Reassuring and follow up Helping a customer feel that they made a wise purchase.
  17. Q.O.D.1/4/12 Explain the difference between extensive, limited and routine decision making. Give an example.
  18. Lets Watch a Video! YouTube Video- Travel Selling Techniques Roleplay Real.m4v www.youtube.com
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