1. What is Selling
Personal Selling is any form of direct contact between a salesperson and a customer
Retail Selling
Business-to-Business Selling
Telemarketing

2. Goals of Selling Help customers make make satisfying buying decisions
It is less expensive easier and less expensive to keep current customers happy than it is to generate new customers
Repeat business is critical to the success of any company

3. Consultative Selling
Providing solutions to customers’ problems by finding products that meet their needs
In business to business selling an ice cream manufacturer must provide insulated clothing to protect employees who work in freezers that are 20 degrees below zero

4. Feature-Benefit Selling
Matching the characteristics of a product to a customer’s needs and wants
What are features?
What are benefits?

5. Customer Buying Motives
Rational Motive
Conscious, logical reason for a purchase
Dependability, time saver, money savings
Emotional Motive
Feeling experienced by a customer through association with a product
Social approval – recognition – power – love or prestige

6. Customer Decision Making
Extensive Decision Making
Little or no experience with an item
Higher risk
Limited Decision Making
Purchased before but not regularly
Routine Decision Making
Needs little information about a product
Low risk

7. Questions To Ponder?
Think about the last time you shopped. What motives did you have for your purchase and product information was important to you
Give an brief scenerio of where each of three decision making methods would be used
Complete Page in workbook Feature-Benefits

8. Getting Ready To Sell Pre-Approach Product Information Industry Trends
Prospecting
Employer Leads
Directories
Newspapers
Commercial Lists
Customer Referrals
Cold Canvassing

9. Pre-Approach Cont. Preparing For Business To Business Selling
Does the prospect need this product or service?
Does the prospect have the financial resources to pay?
Does the prospect have the authority to buy?
Preparing for the Sale in Retail Selling
Straighting, rearranging, and replenishing
Adjusting price tickets
Location of stock and how much available
Arranging displays
Vacuuming, dusting, keeping selling area neat
Company Policies and Training
Training
Compensation and Sales Quotas
Legal and Ethical Issues

10. The Sales Process Pre Approach Approach Determine Wants & Needs
Presenting The Product/Service
Overcome Objections
Closing the Sale
Suggestion Selling
Relationship Selling (Assurance)

11. The Approach in Business-to Business Selling
Set up an appointment
Proper greeting
Business card available
Initial approach varies pending on prior relationship with customer
Research your product, customer, and company

12. Reinforcement Activities
Workbook
Page 97- Vocabulary Review
Page 98 – Fact and Idea Review
Page – Marketing Application 1
Feature-Benefit Selling
CD/Radio Cassette Recorder
Page 101 to 102–Marketing Application 2
Due Wednesday (Monday) Speaker on Wed

13. Preparing for the Sale in Retail Selling
Straightening, rearranging, and replenishing the stock
Adjusting price tickets before and after sales
Learning where stock is located and how much is available
Arranging displays
Vacuuming the floor, dusting, and keeping selling area clean

14. Company Policies and Training
Explanation
Demonstration
Trial
Critique
Compensation and Sales Quotas
Legal and Ethical Issues

15. Preparing for the Sale Subunit Work Due
Workbook pages
Notes & activities for selling unit
Due on test day (Wednesday)
Review workbook activities
Review notes and discussions for unit