Selling Basics
Any form of direct contact between a salesperson and a potential customer, aimed at selling a product or service
What is personal selling?
When a salesperson communicates directly with consumers to persuade them to purchase products or services.
What is retail selling?
The first step is to approach the customer.
What is the first step in the sales process?
This type of selling matches the characteristics of a product to a customer's needs and wants.
What is feature-benefit selling?
Encouraging customers to purchase a larger quantity or a more expensive version of a product.
What is up-selling?
The main goal is to generate revenue for the business by convincing customers to purchase products or services.
What is the main goal of selling?
Business to Business, referring to sales made between companies.
What does B2B stand for?
A salesperson should question, listen, and observe the customer.
What should a salesperson do to determine customer needs?
An example could be the cushioning system in a running shoe.
What is a product feature?
Suggesting related products to a customer who is already making a purchase.
What is cross-selling?
Involves an exchange of information between the seller and buyer, allowing for feedback and interaction.
What is two-way communication?
A sales technique where a salesperson contacts potential customers who have not previously expressed interest in the product or service.
What is cold calling?
The purpose is to effectively showcase the features and benefits of the product that match the customer's needs.
What is the purpose of presenting the product?
Personal satisfaction or advantage a customer gains from using a product or service.
What is a customer benefit?
This is important to maintain customer relationships and ensure satisfaction, leading to repeat business.
What is follow up?
One advantage is that it allows for immediate feedback and addresses customer questions and concerns effectively.
Name one advantage of personal selling.
Involves using the telephone to solicit sales from potential customers.
What is telemarketing?
Cues that indicate a customer's readiness to make a purchase, such as positive facial expressions or comments.
What are buying signals?
This is created by explaining how a product's feature will benefit the customer.
What is a selling point?
One characteristic is excellent communication skills.
Name a characteristic of successful salespeople.
One disadvantage is that it can be one of the most expensive forms of promotion on a per-person basis.
Name one disadvantage of personal selling.
Selling that involves significant personal interaction with the customer.
What is high touch selling?
Involves recommending additional or related products to enhance the customer's original purchase.
What is suggestion selling?
Understanding customer motives can help salespeople tailor their approach and highlight relevant product benefits that resonate with the customer.
How can understanding customer motives help sales?
Sales career opportunities can include roles in medicine, sports, real estate, fashion, and education.
What are some sales career opportunities?