What is Selling

What is Selling? What is Selling? The Sales Profession  One of the oldest and most valued businesses. Compete for their share of the market to realize profit. Essential in a free enterprise system   What is Selling? What is Selling?  Providing customers with products they wish to buy. Helping Customers make satisfying buying decisions by communicating how products and their features match their wants and needs.  What is Selling? Why is customer satisfaction so important?  Companies want repeat business.  Companies will get repeat business if they are happy enough with their purchases to return. What is Selling? Goals of Selling  To help customers decide on purchases.  To ensure customer satisfaction so the firm can count on repeat business. What is Selling? Types of Selling  Indirect selling – any form of selling that does not involve a sales person. (Ex: advertising, promotion, displays, signage) Direct Selling – when there is contact between a salesperson and the customer.  What is Selling? Methods of Selling  Personal selling – any form of direct contact between a salesperson and customer Business to Business – may take place in a manufacturers showroom (inside sales) or in the field (outside sales).   Telemarketing – selling over the phone What is Selling? Feature - Benefit Selling  The concept that a salesperson needs to match the features of each product to a customer’s needs and wants. What is Selling? Features Vs. Benefits Benefits  Features  Advantages or personal satisfaction a customer will get from a good or service; features that have been made into customer benefits are selling points. A physical characteristic or quality of a good or service; what is it’s intended use? What is Selling? Product Information  Knowing about the price, composition, care, and manufacturing process allows a salesperson to explain why one product is better than another. What is Selling? Where can you find information about a product?  Direct experience - Use the product!  Printed Material - User manual, manufacturer warranties, catalogs, labels, boxes, promotional material. What is Selling? Where can you find information about a product?  Other people - Friends, relatives, and customers who have experience with the product.  Formal Training - Attending classes and observing experienced sales representatives before going out on their own. What is Selling? Customer Buying Decisions  Salespeople must study what motivates customers to buy and what decisions customers make before finally purchasing a product. What is Selling? Customer Buying Decisions Rationale Motives   Emotional Motives       product dependability time or monetary savings convenience comfort recreational value    social approval recognition power love affection prestige What is Selling? Customer Buying Decisions Extensive Decision Making  Used when little or no previous experience with the item because it is infrequently purchased. What is Selling? Customer Buying Decisions Limited Decision Making Used when a person buys goods and services he or she has purchased before but not on a regular basis.  What is Selling? Customer Buying Decisions Routine Decision Making  Used when a person needs little information about a product because of a high degree of prior experience or low perceived risk. What is Selling? How can selling skills be helpful to you?  As a consumer?  You as a product?  In a position other than sales in business? What is Selling? Types of Sales Positions  Retail sales personnel - Sales clerks and sales associates.  Professional sales - Require extensive training and product knowledge.  Telemarketers - Sell products over the telephone. What is Selling? Characteristics of Effective Salespeople  Good Communication Skills  Good Interpersonal Skills  Solid Technical Skills  Positive Attitude and SelfConfidence What is Selling? Characteristics of Effective Salespeople  Goal Oriented  Empathy  Honesty  Enthusiasm What is Selling?