Warm up
What is a product benefit that a salesperson
might point out to a customer who wants to
buy a computer?
a) Monitor has a nonglare screen
b) Pre-installed software saves money
c) Print capability options
d) Models are available in many colors
Review
• What is the difference between a feature &
a benefit?
– A feature is what the product is
– Fact based statements about the product
– A benefit is what turns the feature into an
advantage or reason to buy for the customer
• What makes selling personalized
– Able to connect that customers needs to the feature
Grades
• Color of Psychology assignment needs to be
turned in today
– Google Classroom
– If you don’t have a flash drive to back up your work
this is a problem
• Blank spots will become zeros October 30.
• You should have your pre-test score on your
sheet & color of psychology mini-grading sheet
Feature – Benefit Chart
Salespeople will
create a
feature-benefit chart
to prepare for sales
approach
Used as a reference
guide to help them
better explain a
product
Scrub Daddy
• Shark Tank Review
– https://www.youtube.com/watch?v=REyey28CvZw
Feature
Benefit
Scrub Daddy
• Shark Tank Review
– https://www.youtube.com/watch?v=REyey28CvZw
Feature
Changes texture by water temperature.
Hot Water =‘s Soft Texture
Cold Water =‘s Hard Texture
Renewable / Reusable
No Chemicals needed to clean
No Scratch on surfaces
Cleans multiple sides of silverware &
glasses at the same time
Benefit
Scrub Daddy
• Shark Tank Review
– https://www.youtube.com/watch?v=REyey28CvZw
Feature
Benefit
Changes texture by water temperature.
Adaptable so that you have to buy less
sponges.
Hot Water =‘s Soft Texture
Useful on “sensitive” surfaces like
stovetops and appliances
Cold Water =‘s Hard Texture
Useful on pots and pans
Renewable / Reusable
Saves you money
No Chemicals needed to clean
Protects your items
No Scratch on surfaces
Doesn’t ruin your furniture, appliances,
counters, etc…
Cleans multiple sides of silverware &
glasses at the same time
Saves you time & allows you to clean
more thoroughly
Assignment
• Log into Google Classroom
• Create a Feature-Benefit Chart based off
the template provided
– Title Slide: Name, #, Class
– Picture of Product you are detailing
– 3 Features & 3 Corresponding Benefits
– Buying Motive & Decision-Making (optional)
Infomercials
Marketing
Warm-up
How does a feature-benefit chart
help a salesperson?
a)
Evaluates customer reaction to the presentation
b)
Explains the business’s compensation rate to the salesperson
c)
Determines which features & benefits appeal to each customer
d)
Provides a quick reference to the salesperson about the
product
Sales Pitch
• Finish Sales Pitches to the class
– Short
– Entertaining
– Have a slogan
– 3 Features & corresponding benefits
– Finish strong
• “Buy yours today”
• Visit www.dolls4u.com for more details
Infomercial
•
What is an infomercial?
Info:
Information / to inform
-Mercial: Commercial / E-commerce
•
An infomercial is designed to
– Inform
– Make a Request
– Persuade
Infomercial
• How is a commercial
different than an
Infomercial?
– Infomercials are longer
– Often a host is used
– A phone number &
payment details are
provided
Persuasive Language
• In order to be effective your infomercial must use
persuasion to attract customers
– Influence, Manipulate, Change someone’s mind
• How do you persuade someone?
–
–
–
–
Speak with conviction
Put people in the mood to listen/spend
Disguise how easy it is to do something
Use “If….Then” statements
• If you spend money then a positive change will occur
Infomercial
Vocabulary
If you use a word that someone may not
understand…use a visual to help
Sentence Structure
Short sentences, sounds more like talking
than formal writing
Rate of Speech
Fast
Tone
Expert, pushy, excited
Repetition
Recap phone number and package details
often
Hook
Improved appearance, improved selfconfidence…emphasis on benefits not
features
Infomercials
• Basic Structure of an Infomercial:
– Beginning: Often starts with question
• Are you tired of baggy eyes and sleepless nights?
– Middle: Often includes research stats, video proof
– End: Usually has testimonials and payment details
• Use an average person to add credibility
• Deceptive pricing is used to make the product seem easier to
buy
– “In just 4 easy payments of $19.99 this incredible product can be
yours!”
Assignment
• You have 7 questions on your sheet
• Choose 1 infomercial to breakdown.
• Answer each question on a separate sheet of paper
as you view examples in class.
•
•
•
•
•
•
•
The product name
What is the product’s intended purpose or what need does it serve
An advertising slogan or phrase used to market the product (if applicable)
The price
The key selling features or attributes of the product (e.g. works underwater).
– Create a feature-benefit chart based using at list 3 features and
corresponding benefits.
Any references to “Wait There’s More…” What is the specific incentive they
are offering?
Contact Information to obtain product
– 800 Number, website, or address
Infomercial Examples
Product
URL
Easy Feet
https://www.youtube.com/watch?v=_KFl2g5DOUk
Tiddy Bear
https://www.youtube.com/watch?v=gw1g2yKxb0I
Potty Putter
https://www.youtube.com/watch?v=Cp5FAbJvUEY
Uro Club
https://www.youtube.com/watch?v=1ZRlBU4Agv8
The Pocket Chair
https://www.youtube.com/watch?v=wu37pXqrZQc
Egg Wave
https://www.youtube.com/watch?v=6IoWmUx-muM
Smart Mop
https://www.youtube.com/watch?v=Rr6qaG8RlUk
Handy Peel
https://www.youtube.com/watch?v=b4xw8dJkicI
Chatty Patty
https://www.youtube.com/watch?v=eqQjO5WC9-U
TV Hat
https://www.youtube.com/watch?v=9SJsk1L2RUg
Wearable Towel
https://www.youtube.com/watch?v=bceaRbrg220
Shake Weight
https://www.youtube.com/watch?v=5cYPEkpwi-0
Snuggie
https://www.youtube.com/watch?v=0Ym65h1bmJ0
Flowbee Hair
https://www.youtube.com/watch?v=IEfA6hhhK90
GLH-9
https://www.youtube.com/watch?v=2GeF7A05zQ8
Sham wow
https://www.youtube.com/watch?v=QwRISkyV_B8
Hoveround
https://www.youtube.com/watch?v=-GWZp1U2iS4
Just Features, Benefits, & Creepiness
Product
URL
Comfort Wipes
https://www.youtube.com/watch?v=PZeJZs2fdYo
The Hawaii Chair
https://www.youtube.com/watch?v=pBqiKjEADEY
The Gizelle
https://www.youtube.com/watch?v=pyK-3Em8__c
Rejuvenate
https://www.youtube.com/watch?v=SXcYVh-W14E
Jump Snap
https://www.youtube.com/watch?v=Va2Ydlf2cqc
Snoogle
https://www.youtube.com/watch?v=UAnszcnZ2Vw
The Body Pillow
https://www.youtube.com/watch?v=qz-y1do0UXs
Q-Ray Bracelet
https://www.youtube.com/watch?v=rPmLPU08ZbU
Infomercial Assignment
Infomercial Project:
Option A
In groups of 4 or less, develop an infomercial about a new food or drink
product. The infomercial should not exceed 5 minutes in length and should
incorporate all aspects of an infomercial to earn full credit. Students who
choose to pursue this option can perform their infomercial live but should plan
on creating (or having) the product available in class if done in that venue.
Infomercial Project:
Option B
In groups of 4 or less, develop an infomercial about a new or existing product of
your choice. The infomercial should not exceed 4 minutes and should
incorporate all aspects of an infomercial to earn full credit. Students who
choose this option need to videotape their infomercial in advance and have it
uploaded to youtube or saved as a viewable video file prior to the designated
due date.
Due Dates
• B Day students
– Wednesday
– Friday
– Tuesday
Receive Assignment
Script & Student Checklist are due
Infomercial is viewed in class
• A Day Students
– Thursday
– Monday
– Wednesday
Receive Assignment
Script & Student Checklist are due
Infomercial is viewed in class
Funny Fails
• https://www.youtube.com/watch?v=6llB5QR1Nmc
– 6:01 starting point
• Top 10 Worst
– http://www.youtube.com/watch?v=eqDXlYxSdLc
– http://www.youtube.com/watch?v=uZFEUhJe0iU
Assignment Part II
• You & a partner are to create a fictitious
product and answer the same 7
questions.
• Once you have a product, you should
create a Poster that provides all
pertinent information & promotes the
product you have created.
Warm-up
• What is deceptive pricing?
– Making false or misleading statements of fact
concerning reasons for price reductions
– Give definition & example
– 5 easy payments of $19.99
– Going out of business / Liquidation Sales
– 60% below regular price
– Do you think it is ethical?
1.
2.
3.
4.
5.
6.
7.
8.
9.
Mighty Putty
Repairs, Seals, Fills Cracks, Ideal for Cracks
AND THAT’S THE POWER OF MIGHTY PUTTY
$19.99
Turns from green to white when activated, can hold up
to 80,000Ibs., cuts like dough
A do it all glue
F
If you order now you will get triple the offer 6 for
$19.99
http://www.youtube.com/watch?v=Rb2bMdH1iPY
Television
• Direct-Response Marketing
– Marketing designed to get an immediate
response from consumers
– Consumer response is easy to measure
because it is directly related to a specific
advertisement
– Direct distribution of product
– (Seller – Consumer)
Infomercial Assignment
• Create your own infomercial for a new product
• You can make up your own product or use an
existing one
– Product can be completely fictional, a modified version
or a current product
– Make sure no contradictory labels are showing if fake
• Provide evidence that your product works
– Demonstration
– Testimony
– Comparison
Infomercial Assignment
• Infomercial must be 2 minutes - 4 minutes
• You must use a variety of voices during your infomercial
• Your product must have a price
• You must provide payment details
• Incentive needs to be included
– “Wait…there’s more”
• No more than 4 people can work together
• Can be taped on-campus or off-campus
• Everyone in your group must either speak or act in the infomercial
• Must be in movie format & viewable in class on designated due date
Infomercial Assignment
• What needs to be turned in?
– Student Checklist
– A written transcript of what was said in your
infomercial
– A video of your 1 ½ - 4 minute infomercial
Infomercial Grading Sheet
• Spoke slowly and clearly
• Style of speaking is appropriate for purpose
• Professional and mature attitude while performing
• Persuasive language
• Creative and original
• Incentive to order
• Price and payment details provided
Infomercial Must