Identify types of items that are sold. Goods Services Ideas Experiences
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
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
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
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
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
The following characteristics contributes to sales success Education and training Self-motivation Self-confidence Positive Attitude Product knowledge Customer knowledge Ethics Empathy Persistence and patience Selling skills Belief in selling as a service Communication skills Creativity Personal appearance
The Perfect Salesperson Using the characteristics of a good salesperson listed in your notes, create the perfect salesperson with the outline given below. Use words, phrases, pictures from magazines, drawings, and color; to add “good characteristics” to your outline.