Presentation on theme: "U SING E FFECTIVE PROMOTIONAL TECHNIQUE WEEK 13. Marketing Mix M ARKETING M IX Product Price P ROMOTION Place Customer Solution Customer Cost Communication."— Presentation transcript:
What is personal selling ? Promotional tool in which a salesperson communicates one-on-one with potential customers or The face-to-face presentation and promotion of goods and services What is telemarketing ? Use of telephone solicitations to conduct the personal selling process
Steps in the Selling Process (B2C) Start Approach Ask questions Make presentation Close sale Follow up
Steps in the Selling Process (B2B) 1.Prospect and Qualify 2.Preapproach 3.Approach 4.Make Presentation 5.Answer Objections 6.Close Sale 7.Follow Up
Tips on Issuing Coupons Coupons can be used as a “Thank you for buying” or a “Stop and try us.” The value must be enough to attract customers. Use coupon promotions sparingly. Get professional help to get maximum exposure. Color-code your coupons for different groups that use them.
Public Relations Steps Listen to the public. Change policies and procedures. Inform people that you’re being responsive to their needs. Publicity Free More Effective Than Advertising Believable No Control No Repetition