Role of sales staff presentation
P1 describe the role of sales staf
Sales Techniques
• Face to face sales – personable, easier to engage
• Telemarketing: - don’t need to be physically seen
Inward – customers call you
Outward – you call potential customers
• Drop-in visits
Avon / Betterware – drop brochure of
Wholesale – trying to sell your product to stores
Role of sales people
• Describe the product surround
• How does a salesperson find out what a customer wants?
• How to match goods and services to the customers requirements • Product information
• Customer care
• Customer feedback
• Promoting the product
• Salesperson as first point of contact
• Finally create a Definition of personal selling
Product surround
• Unique to this product, brand name, reputation of the company, reliability of the product, how the product fits with the lifestyle of the buyer.
• A good salesperson will link the product surround to the customers needs and lifestyle
Finding out what a customer wants
• Autoworld car sales
• What questions would you ask to find out what the customer wants
• Questions ….Price, appearance, features and performance required, personal circumstances or specific requirements, additional benefits, availability Match goods and services to customer needs
• How could a car salesperson help this customer choose between the 6 cars?
• Ask questions & listen very carefully to answers
• Demonstrate products that match to customer needs
• Provide further detail and information about the product, what information?
• Honesty is important if you do not have the customers ideal product • Aim is for the customer to be satisfied and return
• Aim for the sales person is to sell the product
Customer care
• The sales person is the first point of contact. How could a salesperson at Autoworld provide customer care? • Customer care is making sure that your customers are
100% satisfied
• Welcoming, good service in the store, find out and satisfy needs, going the extra mile, after sales service
•
Sales Techniques
• Face to face sales – personable, easier to engage
• Telemarketing: - don’t need to be physically seen
Inward – customers call you
Outward – you call potential customers
• Drop-in visits
Avon / Betterware – drop brochure of
Wholesale – trying to sell your product to stores
Role of sales people
• Describe the product surround
• How does a salesperson find out what a customer wants?
• How to match goods and services to the customers requirements • Product information
• Customer care
• Customer feedback
• Promoting the product
• Salesperson as first point of contact
• Finally create a Definition of personal selling
Product surround
• Unique to this product, brand name, reputation of the company, reliability of the product, how the product fits with the lifestyle of the buyer.
• A good salesperson will link the product surround to the customers needs and lifestyle
Finding out what a customer wants
• Autoworld car sales
• What questions would you ask to find out what the customer wants
• Questions ….Price, appearance, features and performance required, personal circumstances or specific requirements, additional benefits, availability Match goods and services to customer needs
• How could a car salesperson help this customer choose between the 6 cars?
• Ask questions & listen very carefully to answers
• Demonstrate products that match to customer needs
• Provide further detail and information about the product, what information?
• Honesty is important if you do not have the customers ideal product • Aim is for the customer to be satisfied and return
• Aim for the sales person is to sell the product
Customer care
• The sales person is the first point of contact. How could a salesperson at Autoworld provide customer care? • Customer care is making sure that your customers are
100% satisfied
• Welcoming, good service in the store, find out and satisfy needs, going the extra mile, after sales service
•