Personal selling is any form of direct contact between a salesperson and a customer. The type of personal selling that Lychee Lou specializes in is retail selling. Retail selling is when customers come to a store. Therefore a buyer for Lychee Lou visits a business-to-business salesperson to buy products that will be sold in Lychee Lou. Consultative selling is when a salesperson finds solutions to a customer’s problems by finding products that meet their needs. Lychee Lou salespeople are trained to listen for customer’s problems and use consultative selling to meet customer’s needs. Since Lychee Lou is located in Malibu, Lychee Lou carries swimming suits that can withstand against saltwater and sand. Feature-benefit selling is matching the characteristics …show more content…
Preparation centers on the merchandise and work area. Retail sales associates are often responsible for merchandising, stock, keeping, and housekeeping. These activities are not limited to but include: straightening, rearranging, and replenishing the stock, adjusting price tickets before and after special sales, learning where stock is located and how much is available, arranging displays, vacuuming the floor, dusting the shelves, and keeping the selling are neat. A Lychee Lou salesperson prepares the sale of a jacket by placing price tickets on the jacket. After the jacket has been priced, the jacket is stocked, displayed, and organized in the store. It is important that employees know where the item is located so when customers ask for the item, the salesperson can direct the customer. A Lychee Lou salesperson prepares the sale of a swimming suit by putting a price tag on the item. After the item is priced, the swimming suit must be stocked, displayed, and organized in the store. For example, the swimming suit must either be hung up or laid out. A Lychee Lou salesperson prepares the sale of flip flops by putting a price tag on the flip flops and making sure the flip flops are attached. After the item is priced and attached, the salesperson must stock, display, and organize the flip flops. The flip flops must be visible to customers, for example, setting the flip flops on a table makes …show more content…
One of the first steps in presenting is deciding what products to sell. This is the step comes after learning what the customer’s intended use of a product is. A salesperson should be able to ick products off of the customer’s intentions. For example, if a customer says they are going to use a swimming suit to go surfing in, a salesperson needs to find a swimming suit that is comfortable and durable. The salesperson should find a swimming suit that is medium-priced. From there, the salesperson should be able to move up or down price ranges based on the customer’s reaction. As the salesperson continues his/her sales pitch, he/she should show no more than three swimming suits to the customer. Although, if the customer does show interest and would like to see more than three, the salesperson should put away the first three swimming suits. While showing the swimming suit, the salesperson should display and handle the product. For example, the swimming suit may be dressed on a mannequin or displayed on a shelf and the salesperson may gesture to it to show the significant features. The salesperson should also demonstrate the products to the customer. For example, to show durability, a salesperson can soak the swimming suit in water then stretch the swimming suit. Using sales aids is another presentation tactic. A sales aid is used when it is impractical to demonstrate the actual product of when
locations that also display the quantity and carton/tote in which to put a product. Operators move to each location, confirming the completion of the task by pushing a button on the light display.
The way business works is to attract people and have them encourage themselves to sell themselves to buy the company’s product. The more attractive the buyer is the more buy will be interested to buy the product. An attraction is the key to be sell a product. Of course, the seller must be competent in order to be success in business. The skills to be connected to the buyer and gently lure them to your product.
The selling of intimate apparel is more involved than the average person realizes. A good understanding of what will work best for each client is key and new associates have not committed to memory all that is necessary for success. However, a tenured associate will know how and what the client needs and ensure that she leaves happy.
When you are trying to sell a product or service to someone, there are certain steps you need to take to insure you give the best sales presentation possible, thereby increasing your chances of making the sale. The first thing you need to do is acquire knowledge. You need to know about your product, the company you work for, and the customer you are going to attempt to sell to. After you have done that the next step is to figure out who your prospect is. In order to do this you need to decide who would benefit the most from purchasing your product. After the prospect has been identified, you need to figure out which features, advantages, and benefits you are going to share with them to entice them to make a purchase. After you have done
A business needs to balance delivering final items to its targeted clients in contrast to the difficulties or cost of distributing. The Closet’s major aim limits where its final items are sold out and maintains tight controls and checks on how they are offered, handled and carried through its distribution channels. This produces a unique experience wherever and whenever a customer places an order and purchases a dress.
For example, if someone select to buy a furniture. The furniture is ordered, shipped from the manufacturer then moved from the delivery truck to the warehouse. From the warehouse it is moved to the customer’s vehicle or delivered by the furniture retailer to the customer’s home. It costs money every time the product is moved, shipped and loaded. IKEA inventory is stocked at night after the opening hours. IKEA consider minimum setting that is minimum number of products available before reordering and maximum setting that is maximum number of products to order at one time. This process meets customer demand while minimising ordering too few or too many products and lowering cost of lost sales. Logistics managers know what is sold through point-of-sale (POS) data and how much inventory comes into the store through direct shipping and from distribution centres through warehouse management system data. IKEA believes its process and system allows for the right goods to be in the
Developing a clear plan for the sales call will save time for both the salesman and the customers. Moreover, the stress of the salesman will be reduced and his confidence will improve.
In business to business, the buyers have certain specific motives which help them to maintain such relationship and make it a long term. Nowadays, in order to have a successful selling, you as a salesperson should clearly identify the buyer’s motive so that you can have a presentation keeping the needs and desires of the buyers. Certain motives of buyers
The purpose of a salesperson is to create potential customers and keep current customers meaning it’s not only about making sales. Potential customers are a part of an aspect of customer strategy which is the definition of prospecting. Manning & Ahearne (2012) authors stated a prospect or a potential customer is one that meet the expectations by the company or you. The prospect base is the goal of companies to reach their current and potential customers (Manning & Ahearne, 2012). Also forming a prospect base uses the CRM software to track customers of their movement in the sales process. In order to improve the quality of the prospect effort the progressive marketers are performing three objectives:
Products are incalculable for the large population of the world. This means that competition is also up there when it comes to trying to sell a given product. It is not easy to come up with something that can reach beyond established brand names offering similar products. However, with the art of persuasion marketing there may be hope for gaining customers anyway.
Sales forces drive revenue for their employers by actively seeking out and engaging customer prospects. Sales can be described as the most personal branch of the marketing function, as salespeople often work directly with customers, either face to face, over the phone or in online sales chat. Sales force objectives and strategies are mainly concerned with boosting companies' top-line revenue growth but may also strive to reduce marketing costs and increase profitability.
The display of products at the store plays an important role in attracting the customers into the store by influencing the buying behavior of the customers. The presentation of the products is essential to create that first impression in the minds of the consumers.
After the WWII, as supply was starting to out-pace demand in many industries businesses had to concentrate on ways of selling their products. Numerous sales techniques such as closing, probing, and qualifing were all developed during sales orientation era and the sales department started to play a ky role in a company's organizational structure. Other promotional techniques like advertising and sales promotions were starting to be taken seriously. Packaging and labeling were used for promotional purposes more than protective purposes and pricing was usually based on comparisons with competitors.
Personal selling offers not just a physical product, but also ideas, recommendations, technical assistance, experience, confidence and friendship to customers. Product specifications,
selling and representing a product or service, but you are in effect selling yourself. When