Personal & Professional Sales
Personal & Professional Sales
Personality Traits of Effective Sales People
1. Confident
2. Positive
3. Honest
4. Creative
5.
6.
7.
Smart
Communicates Well
Professional Appearance
Product Knowledge: What we need to know about our products
1.
2.
3.
4.
5.
6.
7.
8.
9.
Product Composition & Manufacturing
Ingredients
How is it made?
History
Care & Maintenance
Comparisons to Competition
How do you use the Product?
What is it used for?
How do you work it?
What are its benefits?
Who will Benefit From Using the Product?
What Needs Will it Satisfy?
Describe the Target Market
How much Does it Cost?
Cost vs. Retail
Competition’s Price
Cost to Maintain
Who Manufactures the Product?
Company History
Policies
Ex: Return Policies
Services
ex.: Delivery
Warranties & Guaranties
Difference?
How Does Your Product Differ From the Competition’s?
Focus on Key Selling Points
Availability
Where do we buy it?
Where do we go to Repair the Product?
How is it Promoted?
Sample Advertisements
Tag Lines & Promises
Related Items
Where do we buy it?
Where do we go to Repair the Product?
Benefits of Product Knowledge
Recognition
Respect of Others
Job Advancement
Less Stress
Satisfied Customers
Job Security
Meet Legal Req.
Sources of Product Knowledge
1. Literature
Tags, Seals, Labels
Brochures/Leaflets
Government Stamps
Sources of Product Knowledge
2. People
Managers
Buyers
Sales Personnel
Sources of Product Knowledge
3. Formal Training
Retailer Supplied
4.
Box Covers/Wrapping
Advertising Samples
Internet
Customers
Vendors
Repair People
Vendor Supplied
Direct Experience
Try it Yourself
Types of Goods
1. Convenience Goods
Sold by Mass Media
Little Thought Given
Inexpensive:
Candy
Toothpaste
Etc.
Good Location
Don’t Bore w/ Detail
Types of Goods
2. Shopping goods
Customers Will Compare Before Buying
More than one source of the product
Needs Advertising Support
Keep Price Competitive
Extensive Product Knowledge Needed
Demonstration of Product Features & Benefits Needed
Understand Customer Psychology
Must Communicate Well
Types of Goods
3. Specialty Products
Customer Service is Key
Price is not the Most Important Criteria
Know Your Customer
Items are Pre-sold
Features & Benefits
Features:
Facts About the Product
Construction
Price
Materials
Safety Features
Workmanship
Etc.
Uses
Features & Benefits
Features:
Benefits of Using the Product
A Personal Satisfaction That a Customer Wants From the Product (Buying Motives).
Why do We Want the Product?