1. 5.01 Understand the importance of selling

2. Selling is… Communication between the salesperson and the customer
Consultative selling
For example: A salesperson suggesting a wireless network to a customer who travels frequently
Feature-benefit selling
- Product Features
-Customer Benefits

3. Advantages of Selling Information Flexibility Feedback Persuasion
Follow-up

4. Disadvantages of Selling
Cost per customer
Time
Control
Skill

5. Buying Motives Rational
For example: Purchasing a hybrid car due to increased gas mileage
Emotional
For example: Purchasing a Valentine’s gift for a loved one

6. Types of Customer Decision Making
Extensive
For example: An expensive, luxury car
Limited
For example: A summer vacation to Disney World
Routine
For example: Pizza on a Friday night

7. Characteristics of a good salesperson
Communication Skills
Emotional Intelligence Skills
Computer and Technical Skills
Positive Attitude
Goal Orientated
Empathy
Honesty
Enthusiasm