1. Selling Policies

2. Definition
Rules established by management to guide the personal selling effort. Types include:
Selling Activity policies
Terms of Sale policies
Service policies

3. Selling Activity Policies
Provide sales people with guidelines for activities which involve interaction with customers. Directions for how sales people should approach and deal with customers. They include:
How to prospect for new clients
How to approach customers
How to qualify a prospect as a customer
How to present the sales message
How potential clients can be entertained

4. Terms of Sale Policies
Include guidelines for processing the sale and what can be offered to customers by a sales person, such as:
Prices that are offered to customers
Discounts that are offered
Who pays delivery fees
Product/service guarantees and warranties
Types of credit accepted

5. Service Policies
Govern the support provided to customers after the sale, including:
Return and adjustment policies
Installation
Repairs and maintenance agreements

6. Reasons for Selling Policies
Establish clear guidelines for sales people to follow
Prevent misunderstandings between sales people and customers
Prevent sales people from making their own decisions regarding pricing, delivery, discounts, returns, etc.
Assures that all customers are treated fairly and equally

7. Identify the Type of Policy
Write the type of selling policy for each scenario:
Daylight Donuts only accepts cash, no credit cards
Fred’s Mattress Emporium provides free delivery on all mattresses
The Style Shop encourages sales people to greet customers as soon as they enter the store
Sam’s Hardware gives contractors a discount on lumber and building supplies
Modern Kitchens can design new kitchen layouts for customers that are purchasing cabinets
Elite Used Cars provides one free oil change on all used cars purchased
Premier Financial sales people often meet with clients over lunch or dinner
Bob’s Furniture offers 90 days same as cash on purchases over $350