Nature and Scope of the Selling Function
Selling is direct, personal communications with prospective customers in order to assess needs and satisfy those needs with appropriate products and services.
The objectives of any business is to sell products and services to make a profit, maintain an image or to increase the total amount of customers that are buying products. If products are not being sold than none of the objectives that are being attempted are being reached. Therefore companies must come up with deals that encourage customers to enter the store and purchase products.
Salespeople represent a company to communicate directly with customers to persuade them to purchase a product. It is a marketing function and is a part of the promotion element in the marketing mix. Selling is mostly one-on-one in at a location, on a website communications or over the phone. The salesperson needs to access the needs of the customer to satisfy their needs. Salespeople need to take the necessary steps to satisfy a customer's wants. Salespeople are expected to be confident and approving of the product. They should also be nice, relaxed and motivational toward the product. They should make the customer feel secure while encouraging the purchase. Salespeople also have to use the decision making plan when it comes to determining what a customer is looking for and what is important to them. Salespeople also have to determine what approach will make a customer most likely to buy. These approaches could be mechanical or emotional. These employees are also expected to be self reliant, ad effective time management.
Money and credit are necessary because resources must be had to purchase a product. The customers that are most likely to purchase a given product will get the most time dedicated to them to make the sale and the most effort put forth by the salesperson. Sales presentations are usually better when they aren't memoried or scripted, but they must include the main hitting points on a product.
The objectives of any business is to sell products and services to make a profit, maintain an image or to increase the total amount of customers that are buying products. If products are not being sold than none of the objectives that are being attempted are being reached. Therefore companies must come up with deals that encourage customers to enter the store and purchase products.
Salespeople represent a company to communicate directly with customers to persuade them to purchase a product. It is a marketing function and is a part of the promotion element in the marketing mix. Selling is mostly one-on-one in at a location, on a website communications or over the phone. The salesperson needs to access the needs of the customer to satisfy their needs. Salespeople need to take the necessary steps to satisfy a customer's wants. Salespeople are expected to be confident and approving of the product. They should also be nice, relaxed and motivational toward the product. They should make the customer feel secure while encouraging the purchase. Salespeople also have to use the decision making plan when it comes to determining what a customer is looking for and what is important to them. Salespeople also have to determine what approach will make a customer most likely to buy. These approaches could be mechanical or emotional. These employees are also expected to be self reliant, ad effective time management.
Money and credit are necessary because resources must be had to purchase a product. The customers that are most likely to purchase a given product will get the most time dedicated to them to make the sale and the most effort put forth by the salesperson. Sales presentations are usually better when they aren't memoried or scripted, but they must include the main hitting points on a product.
Role of Customer Service as A Component of Selling Relations
Customer serviice is very important when a salesperson is trying to build a relationship with a customer while trying to sell a product or service. If the salesperson does a a good job when doing the sales presentation, and makes an impact on the customer, then the ralationship can take off from there. Once a customer buys their product though, a salesperson can do many more things to continue the relationship with a customer, and that can be during the follow-up and suggestion selling of the selling process. During the suggestion selling, the salesperson can request other products related to the one that the customer already decided to purchase, and that will increase the satisfaction of the customer. During the foloow-up, to build a bigger and better relationship with a customer to ensure a good experience, a salesperson may give them a business card for further contact about questions and it is also a time for the salespeople to include warrenties and other things that will still benefit the customer. All of the follow-up and relationship building will help the customer make more purchases in the future with that company.
Important Qualities of A Professional Salesperson
Important qualities of a professional salesperson are qualities of good managers. The most important areas are self-management, customer management, and information management. Self-management requires motivation and an effective use of time. They spend a lot of time doing non-selling activities like paperwork, research, studying customer needs, and solving customer problems. They also need to be emotionally and physically healthy. Lastly they need to be well educated and informed on the competition around them. Customer management must be able to schedule customers well because of the amount of time one customer needs compared to another customer. They need to minimize travel costs. Information management is used because salespeople need to utilize information like product information, price changes, distribution schedules, service records, and company information. Salespeople can't afford to make bad mistakes.
Why Salespeople Need to Know Their Product Thoroughly and How Product Features Will Benefit Their Customers
Choosing a product for a customer to satisfy their needs isn't an easy task. problem with being a sales person is you must know how the product works well enough that if odd or unique questions are asked, you can effectively answer with knowledge. They also must know the difference between products and which ones will satisfy the customer more than others. Sales people that don't know the product well or choose a product that the customer dislikes will lose the respect of the customer and probably the sale. Information sources are made by the company to provide extra information. This is a basis for the sales people to work off of to sell the product. they must emphasize the features, benefits, and advantages to a customer about the product. Product features can also be used by showing that the sales person has extensive knowledge of the topic. Features also can make a sale more attractive like if a customer was questioning updating to the iPhone, the high quality camera and Siri could be explained making the sale more attractive.
How Effective Salespeople Qualify Prospective Customers and Use Their Decision Making Process to Plan Sales Presentations
Qualifying involves gathering information to determine which people are most likely to buy. The three characteristics needed to be considered a prospective customer are: a need for the product, the resources to purchase the product, and the authority to make a decision to purchase. Money and credit are necessary because resources must be had to purchase a product. The customers that are most likely to purchase a given product will get the most time dedicated to them to make the sale and the most effort put forth by the salesperson. Sales presentations are usually better when they aren't memoried or scripted, but they must include the neccessary information to convice the customer to purchase the product. They use the decision making process because certain steps aren't necessary for some customers in some situations. Also, AIDCA is used because the salesperson must decide which stage the customer is in to know what type of product information to provide.
Why It Is Important to Understand Competitor's Product Marketing Plans
It is important to understand the competition's marketing plans in order for the salesperson to help the customer pick out a product that reaches their demands such as price, value, or quality. For some products, there is not a lot of information on the product, so this makes it hard for the customer to make an educated decision. Also, it doesn't help customers to talk only negatively about the competitions' prouducts because they start to lose credibility, a customer will not like the salesperson downgrading one of their final choices for a product. Customers study several brands to make a decision, so the salesperson must give necessary information to the customer to make a final decision. You need to understand that the goal is to give the customer a product that will satisfy them, so the business would benefit the most from this. The customer does not want to have to reconsider buying a different product previously because the salesperson could not satisfy the customer's needs.
Mental Stages of Consumer Decision Making
The mental stages are summarized with the letters AIDCA.
-A- Attention. A salesperson known that the customer must first focus attention on the salesperson and the sales presentation.
-I- Interest. It is important to get the customer's interest in the product early in the presentation.
-D- Desire. A customer moves from interest to desire when it is clear that the product is a good value and the best choice.
-C- Conviction. The desire turns to conviction when the customer determines that the products is a good value and the best choice.
-A- Action. That leads to action, or the purchase of the product.
-A- Attention. A salesperson known that the customer must first focus attention on the salesperson and the sales presentation.
-I- Interest. It is important to get the customer's interest in the product early in the presentation.
-D- Desire. A customer moves from interest to desire when it is clear that the product is a good value and the best choice.
-C- Conviction. The desire turns to conviction when the customer determines that the products is a good value and the best choice.
-A- Action. That leads to action, or the purchase of the product.
Steps of the Selling Process
1. Approach- first contact with the customer when the salesperson gets the customer's attention and creates interest in the product. This is important to be prepared on a wide range of products during this step.
2. Determine needs- gets information and prepars a preliminary sales presentation for a customer. Gathering information to determine customers' needs and how they can be met. Listening to the customer is very important if you want a customer to feel cared for and important. This is also where you can determine what is important to a customer.
3. Demonstrate- is a personalized presentation of the features of the product in a way that emphasizes the benefits and value to the customer.
4. Answer questions- a salesperson needs to listen, restate, provide information, and check for understanding. They should try to answer all questions in a way that puts a positive on the product being sold.
5. Close the sale- when the customer makes the decision to purchase. A trial close is where you provide the customer the opportunity to buy during the sales presentation. Depending on the feedback from a trial close the seller can try to finish the sale or go back and give more information and benefits. This is also the point where the seller needs to leave the customer without a doubt when it comes to buying the product.
6. Suggestion selling- offering additional products and services after the initial sale in order to increase customer satisfaction. Suggest other products customers may see as valuable. A seller needs to offer products a customer could be interested that may go with the first product bought without becoming annoying.
7. Follow-up- making contact with the customer after the sale to ensure satisfaction. If a customer has a problem, the goal is to find a solution with the least amount of cost to the company. The customer should still remain happy.
2. Determine needs- gets information and prepars a preliminary sales presentation for a customer. Gathering information to determine customers' needs and how they can be met. Listening to the customer is very important if you want a customer to feel cared for and important. This is also where you can determine what is important to a customer.
3. Demonstrate- is a personalized presentation of the features of the product in a way that emphasizes the benefits and value to the customer.
4. Answer questions- a salesperson needs to listen, restate, provide information, and check for understanding. They should try to answer all questions in a way that puts a positive on the product being sold.
5. Close the sale- when the customer makes the decision to purchase. A trial close is where you provide the customer the opportunity to buy during the sales presentation. Depending on the feedback from a trial close the seller can try to finish the sale or go back and give more information and benefits. This is also the point where the seller needs to leave the customer without a doubt when it comes to buying the product.
6. Suggestion selling- offering additional products and services after the initial sale in order to increase customer satisfaction. Suggest other products customers may see as valuable. A seller needs to offer products a customer could be interested that may go with the first product bought without becoming annoying.
7. Follow-up- making contact with the customer after the sale to ensure satisfaction. If a customer has a problem, the goal is to find a solution with the least amount of cost to the company. The customer should still remain happy.
Sales presentation
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School Store Assignment
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