Paid

Personal

(communication)

attempts to persuade/inform  

1) Prospecting

2) Preapproach

3) Approach

4) Making Presentation

5) Overcoming Objections

6) Closing Sale

7) Following Up 

Developing list of potential customers

**constistent activity critical for success 

Before contacting prospects

-salesperson find/analyzing potential's info

The manner in which salesperson contacts potential

- referrals (name dropping)

- cold calling

- repeat contact 

*attract & hold prospect's attention

*stimulate interest

-talk AND listen - determine needs! 

Seek out objections BEFORE or ask so you can deal

salesman asks person to buy product

reduce buyer remorse

Order Getter: sells to new & increases sales to old

*Current-Customer Sales

*New-Business Sales

Order Takers: seeks repeat sales primarily

*Inside Order takers: in-office, receive orders

*Field Order takers: travel to customer

Support Personnel: facilitate selling; more than just sales 

*Missionary: employed by manufacturer assist producer in selling to own customers

*Trade: strictly support personnel, restock, etc

*Technical: technical assistance to current customers 

team of experts from all areas of firm

led by salesperson

aka consultative selling

builds mutually beneficial long-term relations 

Costs are astronomical

vital part of strategic sales force plan

written price reduction

encourages consumers to buy specific product

advantages: effective brand awareness

lower cost per redemption

drawbacks: fraud, which is expensive

losing value because everyone offers them 

P_O_P

Signs, Racks, Window Displays (etc)

to attract customers 

encourages trial use and purchase

or

shows how product works 

free trial

stimulates trial and purchase 

offered free or at a minimal cost as a

BONUS for purchasing a product 

individuals compete for prizes based on

analytical skills/ creative skills 

individuals compete for prizes

based primarily on chance

persuade wholesalers and retailers to

carry a producer's products and

market them aggressively

sum of money producer gives to reseller

for each unit bought

after an initial promotional deal is over

manufacturer's reward to retailers based on number of pieces moved through retailers' scanners

during specific time period