Friday, November 30th Unit 6 - Selling

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Presentation transcript:

Friday, November 30th Unit 6 - Selling Warm up – Current Event 13 Obj. 2.03 – Company Selling Policies Slide Show/notes

2.03 Explain company selling policies

Selling Policy Terms Selling Policies: guidelines for selling. How will products be sold?

Terms (con’td) Selling Activity Policies: guidelines for sales people. What is required of sales people? How are sales tracked? Receipt, online, customer information What is the customer given at the completion of the transaction? Are there any government rules or regulations that must be followed?

Terms con’t Terms of Sale policies: What conditions apply to each type of sale? Airline tickets, e-Bay, close outs Age, condition of customer (sick, drunk, high), single or double occupancy Conditions for returns (What will be allowed?) What if the dress has been worn? Deadlines for returning products (used or new car purchases, haircuts) Method of refund (money vs. store credit)

Terms con’t Service Policies: guidelines for servicing customers. What is included in the sale of the product? Warranties ( implied or explicit) Delivery Training

The Importance of Selling Policies Selling policies standardize sales Ensures the company and the customers understand how products are sold Protects the company legally

Characteristics Where can products be purchased Clearly defines what constitutes a sale

Why are selling policies needed? Ensures all customers are treated the same way Increases efficiency of the sales people

External Factors that affect Selling Policies City, county, state and/or federal regulations Competitors’ actions Changes in customer expectations Changes in costs of producing the products

Internal Factors that affect Selling Policies Sales quotas New management Changes in goals

Regulatory Factors that affect Selling Policies Distribution channel might require specific policies in exchange for using that channel (for example: e-Bay) Implicit warranties—presumed to be in force whether written or oral Example: a product will perform the way it is intended to perform

Problems with Selling Policies Cover specific circumstances, so some situations will not fit the current policies Misinterpretation by a salesperson Some customers will ask for exceptions to policies in exchange for increased business or because of a history with the company