MKT 005: Professional Salesmanship Module #2 PDF

MKT 005: Professional Salesmanship Module #2 Student Activity Sheet Name: ______________________________________________________________...

MKT 005: Professional Salesmanship Module #2 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ Lesson Title: Nature & Functions of Professional Material: SAS Salesmanship Learning Targets: Reference: At the end of the module, students will be able to: https://www.pinoy-entrepreneur.com/2006 1. Identify the nature and competencies of Professional /09/23/avon-dealer/ Salesmanship https://businessdiary.com.ph/2679/top-direct-s 2. Apply to your chosen direct-selling company in the elling-companies-in-the-philippines/ Philippines. Productivity Tip: Take time away from your phone if you see it as a potential distraction. A healthy digital detox can help you become more productive. 1. LESSON PREVIEW/REVIEW Introduction Professional salesmanship refers to the art and science of selling products or services to potential customers in a manner that is ethical, persuasive, and effective. It involves a set of skills, strategies, and techniques that sales professionals use to build relationships with customers, understand their needs, and ultimately convince them to make a purchase B. MAIN LESSON Content and Skill-Building The nature and scope of professional salesmanship encompass various aspects: 1. Relationship Building Sales professionals often develop long-term relationships with their clients. They aim to build trust and rapport by understanding the customer's preferences, needs, and pain points. Building strong relationships can lead to repeat business and referrals. 2. Product Knowledge Salespeople need in-depth knowledge of the products or services they are selling. They should be able to explain the features and benefits of the offerings and answer any questions or objections customers may have. 3. Communication Skills Effective communication is crucial in sales. Salespeople must be able to articulate their ideas clearly, actively listen to customers, and adapt their communication style to the customer's personality and needs. This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #2 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ 4. Negotiation Skills Sales professionals often engage in negotiations with customers to arrive at a mutually beneficial agreement. Negotiation skills are essential for closing deals and maximizing sales revenue. 5. Prospecting This involves identifying potential customers or leads who are likely to be interested in the product or service. Salespeople use various methods, including market research, referrals, and cold calling, to find prospects. 6. Sales Process The sales process typically involves several stages, from prospecting and initial contact to closing the deal and post-sale follow-up. Salespeople need to follow a structured process to guide customers through these stages effectively. 7. Ethical Practices Professional salesmanship emphasizes ethical behavior. Salespeople should provide accurate information, avoid high-pressure tactics, and prioritize the best interests of the customer. 8. Market Research Understanding market trends, customer preferences, and competitors is essential for successful sales. Sales professionals often conduct market research to stay informed and adapt their strategies accordingly. 9. Customer Service Salespeople may provide ongoing support to customers even after the sale is complete. Good customer service can lead to customer loyalty and repeat business. 10. Technology Utilization In the modern sales landscape, technology plays a significant role. Sales professionals often use customer relationship management (CRM) software, analytics tools, and digital marketing platforms to enhance their sales efforts. 11. Target Audience Salesmanship can be applied in various industries and sectors, from retail and B2B sales to pharmaceutical sales and real estate. The scope of professional salesmanship is broad and can apply to almost any product or service. 12. Sales Channels This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #2 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ Sales can occur through various channels, including face-to-face meetings, telephone calls, email, social media, and e-commerce platforms. Sales professionals may need to adapt their strategies to the chosen channel. In summary, professional salesmanship is a multifaceted field that involves building relationships, understanding customer needs, effective communication, and ethical practices. It plays a vital role in driving revenue and growth for businesses across different industries and sectors. DIRECT SELLING Direct selling is a method of selling products and services directly to consumers, typically outside of a traditional retail setting. It involves a direct interaction between a seller and a buyer, often in a one-on-one or small group setting. Direct selling business offers a good option for people of all ages, genders and income levels. It is a good business opportunity for people especially outgoing mothers who want to earn unlimited income while having flexibility and control over their lives. With the backing of an established company and its wide range of products, engaging in direct selling business without making big investment is a good choice for budding entrepinoys. If you want to start a direct selling business, you must first check if the company you want to do business with is a legitimate one or a member of Direct Selling Association of the Philippines (DSAP). Don’t forget to visit any of their branches to know and look at what they do and ask a lot of questions before joining in. Here’s our Top Direct Selling Companies in the Philippines 1. AVON Philippines Products: makeup, skin care, personal care, fragrance and intimate apparel 2. Alliance in Motion Global Products: Dietary supplements, personal care, beverages and cosmetics placed in four categories — Nutritional Support, Nutritional CosmeCeuticals, Functional Beverages and NaturaCentials 3. Boardwalk Business Ventures Inc Products: Fashion Accessories, Branded Apparel 4. DXN International Private LTD Products: Food Supplement 5. Dakki classics concepts,inc. Products: Apparel for men and women, bags, accessories, home products 6. Direct Shopping Inc. Products: homecare, cosmetics, car care and hardware 7. Empower Marketing (The Peak Marketing Group, Inc.) Products: Fashion Accessories and Food Supplement AVON PHILIPPINES Whether you’re looking for a source of income or you just want to be your own boss, becoming an Avon Representative offers unlimited opportunities. Even if you’ve never sold a product before, you can do it – with Avon. This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #2 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ As the world’s leader in anti-aging skincare, fragrances and color cosmetics, we make it easy for you to sell and succeed, right away. Avon is a proven path to success for millions of Representatives around the world, from all ages, cultures and walks of life. 6 million Avon Representatives worldwide are enjoying these benefits- and so can you: 1. Flexible home-based business – Start a business right from your own home. 2. Minimum start-up investment – For a nominal fee, you can run your own Avon business. 3. Make your own hours – Be there when the kids get home from school, or launch a full-time business, it’s up to you. It’s a business that you can balance with your personal life! 4. No required inventory – Instead, concentrate on selling and sharing Avon’s opportunity with others for faster success. 5. Incredible earning and career potential – Sell and share the opportunity with those you recruit and mentor for greater financial rewards. 6. Excellent opportunities exclusive to Avon – Enjoy rewards, discounts, sales rallies, sales aids, training support, recognition, and more. Easy to sell because it’s Avon! As the world’s largest direct selling company, it’s easy to see why millions of people just like you are enjoying the rewards of being their own boss. That’s because selling Avon is unlike selling any other product – Avon stands above the rest and has for more than 120 years. Avon’s product lines include some of the most recognizable beauty brands in the world, including Avon Color, Anew, Skin-So-Soft, Avon Solutions and Avon Wellness. Avon continues to set new standards of product innovation and sales success with these global brands that reinforce Avon’s beauty leadership, technology and customer loyalty. With Avon, you’re in business for yourself – not by yourself. You’ll enjoy direct access to proven, powerful marketing and selling tools, special product incentives, bonuses and ongoing support from your Leadership Representative and Zone Manager. You’ll quickly see why more than 6 million people around the world are enjoying financial success and personal growth as Avon Representatives. 3 easy steps to success: Sell – Share – Show Sell world-class Avon products to friends and family, to neighbors and officemates and build your own customer base. You’ll discover that selling is fun, easy and enjoyable with Avon, the global beauty leader with brands that customers have trusted for more than 120 years. Share your excitement and enthusiasm for your Avon business – both the products, and the Avon Earning Opportunity, and earn even more simply by motivating and training other people how to sell high-quality Avon products. Show others how to do the same as you and achieve even greater financial rewards. Boost your success with selling benefits exclusive to Avon: This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #2 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ Complete marketing, sales and personal development tools Incentives, rewards and recognition – enjoy financial incentives, paid vacations and company awards Exciting new campaigns every two weeks – Keep your customers interested in new products and exciting offers through the brochure, our store Online Representative Registration For you to register just enter this link: https://www.avon.ph/avon-ph/becomearep/becomearep-form.html By submitting this form you agree on the Avon Independent Sales Representative Contract (which is subject to Avon’s acceptance in its sole discretion). Join the 6 million Representatives worldwide who are using Avon’s simple, proven process for financial and personal success. Please take note that you should be living inside Metro Manila to qualify as an online representative. If you wish to be a representative but not residing in Metro Manila, you can apply to be a ‘Branch Representative’. Check for Understanding This will help check if you have understood the lessons in this module before going to the next module. Look for a direct selling company near your school and accessible to you. Check the qualifications and requirements of the chosen company. If you are qualified, try to register yourselves and share your experience with your classmates those details will be used in Modules 19 and 20. The objective of this activity is to give you the actual experience and network as a student so that you can have an avenue to have a source of income. Please create a written report about your chosen company, indicating the name of your direct-selling company, why did you choose that amongst the other companies? How was your experience in registering yourselves in that company? What is your goal and objective for being part of that company? Once you are completely registered and approved, start looking for a customer that will help you the avenue to have a source of income for the future. C. LESSON WRAP-UP In summary, the nature of professional salesmanship revolves around customer-centricity, effective communication, ethical conduct, adaptability, and a commitment to achieving sales goals while building strong relationships with clients. It is a dynamic field that requires a combination of skills, traits, and principles to excel. Thinking about Learning This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #2 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ Congratulations on finishing this module! Shade the number of the module that you finished. Did you have challenges learning the concepts in this module? If none, which parts of the module helped you learn the concepts? _______________________________________________________________________________________ ________________________________________________________________________________________ Some question/s I want to ask my teacher about this module is/are: ________________________________________________________________________________________ ________________________________________________________________________________________ This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #3 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ Lesson Title: Buying Behavior and Buying Process Material: SAS Learning Targets: At the end of the module, students will be able to: Reference: 1. Familiarize yourself with the buying and selling process. https://businessjargons.com/types-of-consum er-behavior.html https://tallyfy.com/buying-process/ Productivity Tip: Take time away from your phone if you see it as a potential distraction. A healthy digital detox can help you become more productive. A. LESSON PREVIEW/REVIEW Introduction Salesmanship is the art and skill of persuading and convincing potential customers to purchase a product or service. It involves a combination of communication, psychology, and interpersonal skills to effectively convey the value and benefits of what is being sold. Successful salesmanship goes beyond simply pushing a product; it's about building relationships, understanding customer needs, and addressing concerns to create a positive buying experience. Consumer behavior refers to the comprehensive set of choices made by individuals in relation to the exploration, assessment, acquisition, utilization, assessment, and disposal of products and services, with the intention of fulfilling their requirements. B. MAIN LESSON Content and Skill-Building Topic # 1 BUYING BEHAVIOR Buying behavior, also known as consumer behavior, refers to the process and factors that influence individuals or groups when making purchasing decisions. It encompasses a wide range of psychological, social, and economic factors that shape how people choose and buy products or services. Understanding buying behavior is crucial for businesses to tailor their marketing strategies and offerings to effectively reach and engage their target audience. Several key factors influence buying behavior: Personal Factors o These include an individual's age, gender, occupation, lifestyle, personality, and self-concept. These factors shape how people perceive themselves and their needs, which in turn affects their purchasing decisions. Psychological Factors o Psychological factors include perception, motivation, learning, beliefs, attitudes, and emotions. For instance, a person's perception of a product's quality or their emotional attachment to a brand can greatly This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #3 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ impact their decision to buy. Social Factors o Social factors involve an individual's interactions with family, friends, reference groups, and social media. Word of mouth, social influence, and cultural norms play a significant role in determining what people buy and why. Cultural Factors o Cultural influences encompass a person's cultural background, subculture, and societal norms. Different cultures and subcultures have unique values, beliefs, and traditions that influence consumer preferences and behavior. Situational Factors o Situational factors relate to the specific circumstances in which a purchase is made. These can include factors like the physical environment, time constraints, and the reason for the purchase. Marketing and Advertising o The way products are marketed and advertised can strongly influence buying behavior. Effective branding, persuasive advertising, and appealing promotions can shape consumers' perceptions and decisions. Online and Digital Influence o With the rise of e-commerce and online interactions, digital marketing, user reviews, and social media play an increasingly important role in influencing buying decisions. Decision-Making Process o Consumers typically go through a decision-making process when making purchases. This process involves several stages, including problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase evaluation. Perceived Value and Benefits o Consumers evaluate products based on the perceived value they offer. This includes both functional benefits (what the product does) and emotional benefits (how it makes the consumer feel). Price Sensitivity o Price is a significant factor in buying behavior. Some consumers are highly price-sensitive and focus on finding the best deal, while others are willing to pay a premium for higher quality or unique features. Brand Loyalty o Strong brand loyalty can lead consumers to repeatedly purchase products from a particular brand, even if other options are available. Consumer Decision-Making Styles o Different individuals have distinct decision-making styles, such as being more rational and analytical versus impulsive and emotional. Businesses strive to understand these factors and tailor their marketing strategies to appeal to their target audience. This can involve creating products that align with consumer needs, employing effective advertising, optimizing pricing strategies, and providing excellent customer service to build positive post-purchase experiences. This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #3 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ Topic #2 TYPES OF CONSUMER BEHAVIOR Consumer behavior can be categorized into different types based on various factors and perspectives. Here are some common types of consumer behavior Routine Response Behavior o This type of behavior is characterized by low involvement and low risk. Consumers quickly make purchasing decisions for familiar products or services without much thought or research. Examples include buying everyday items like toothpaste or milk. Limited Decision Making o In this type of behavior, consumers have a moderate level of involvement and conduct some research before making a decision. They may compare a few options and consider a few different factors before purchasing. This is common for products like clothing or electronics. Extensive Decision Making o Consumers engage in extensive research, evaluation, and consideration before making a purchase. This behavior is typical for high-involvement and high-cost products like cars, houses, or expensive electronics. Impulse Buying o Impulse buying occurs when consumers make unplanned purchases based on sudden urges or emotions. This behavior is often driven by factors like product placement, sales, or emotional triggers. Brand Loyalty o Some consumers consistently choose products from a specific brand due to a strong emotional or psychological connection. Brand loyalty can lead to repeat purchases and recommendations to others. Price Sensitivity o Consumers who are price-sensitive pay close attention to prices and seek out discounts or deals. They may switch brands based on price variations. Social Influence o Consumers are influenced by their social circle, family, friends, and reference groups. They might purchase products or services to fit in or align with the preferences of their social network. Cultural and Subcultural Influence o Cultural and subcultural factors, such as nationality, ethnicity, religion, and lifestyle, significantly impact consumer behavior. People from different cultures may have distinct preferences and buying habits. Online and Digital Behavior o With the growth of e-commerce and digital interactions, consumers' online behavior plays a crucial role. This includes researching products, reading reviews, comparing prices, and making purchases online. Environmental and Ethical Considerations o Some consumers prioritize products that align with their environmental or ethical values. This can lead them to choose eco-friendly, sustainable, or socially responsible products. Rational vs. Emotional Buying o Consumer behavior can be driven by rational decision-making or emotional impulses. Rational buyers focus on product features and benefits, while emotional buyers are influenced by feelings and desires. Innovators and Early Adopters This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #3 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ o Some consumers are quick to adopt new products and innovations, while others prefer to wait until a product's benefits are well-established. Innovators and early adopters often lead the way for broader market acceptance Habitual Buying o Consumers who exhibit habitual buying behavior repeatedly purchase a particular brand or product with minimal thought. This can be due to convenience, comfort, or a long history of using the product. These are just a few examples of the various types of consumer behavior. It's important for businesses to understand these different behaviors in order to tailor their marketing strategies and offerings effectively to different consumer segments. TOPIC 3: 6 Stages of the Customer Buying Process & How to Leverage Them The customer purchase process, alternatively referred to as the consumer decision-making process, delineates the sequential phases that customers commonly traverse over the course of making a buying choice. These stages offer valuable insights into the process by which customers acquire information, assess several alternatives, and eventually arrive at a decision. The progression of the process is not strictly linear, since consumers have the potential to deviate from the prescribed steps, either by skipping certain stages, repeating them, or altering their decision-making based on the acquisition of new information. The following are the customary phases of the consumer purchasing process: STAGE # 1 – PROBLEM RECOGNITION o The initial stage of the research process involves problem recognition. This is the point at which the researcher identifies a gap or issue in the existing knowledge or literature that warrants further investigation. Problem recognition is crucial as it sets o The significance of this particular stage in the decision-making process is in the customer's recognition of the necessity for the product, which must occur prior to any transactional engagement. This situation offers both the potential and the difficulty of establishing a sense of identification with your customer. The optimal approach entails effectively expressing the issue at hand inside one's marketing endeavors. o Through conventional marketing or public relations strategies, the aforementioned objective can be achieved by means of advertising. This entails the creation of an advertisement that effectively elucidates the customer's predicament and subsequently presents the product or service as a viable solution. o Content marketing is considered the most effective strategy for influencing the "problem recognition" stage in the context of online businesses. By curating appropriate material, one can establish a sense of identification with the target audience, effectively explain their requirements, and provide valuable resources and tools. STAGE #2: INFORMATION SEARCH o Now the customer will begin searching for information to help them find the best solution to their problem. Most people will immediately turn to friends, family members, and colleagues for recommendations. o While you can’t really talk the above-mentioned friends or family members into endorsing your product, there are several things you could do. ▪ Focusing on the Product – If your product is really good, people are going to start being your brand advocates, and you won’t even have to pay them! This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #3 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ ▪ Build Authority – This one’s pretty generic, and translates into regular marketing. It could mean working on your company web presence, for example, so that it’s easy for your customers to find you and learn more about your product. ▪ Reviews & Partnerships – Other than friends and family, there’s something else that’s extremely helpful in influencing decision-making: the influencers. Establishing connections with experts in your field (or bloggers, review websites, etc.) will help you stand out. STAGE #3: EVALUATION OF ALTERNATIVES o While a subset of individuals may exhibit a tendency to make hasty decisions, the majority of customers demonstrate a reluctance to accept the initial answer they encounter. The evaluators will assess multiple alternatives and analyze the potential advantages and disadvantages associated with each option. Even in the event that a corporation possesses the most superior product to fulfill its requirements, they may nonetheless opt to use an alternative provider. o At this stage, it is advisable to enhance the value proposition you provide to clients in order to surpass your competitors and effectively convey this differentiation to your target audience. This task may present greater feasibility within certain businesses, such as software, where the incorporation of enhanced functionalities is possible. However, it may prove to be more challenging in other sectors, such as consumer goods. Who pays attention to the brand of their toilet paper, if at all? Stage #4: Purchase Decision o After doing a thorough examination of the available alternatives, the customer will ultimately arrive at a determination regarding the feasibility of proceeding with the purchase. Indeed, despite having progressed to the midpoint of the purchasing process, individuals retain the option to discontinue their engagement. o Currently, it is imperative for clients to have a heightened perception of assurance. Additionally, it was necessary to provide them with a reminder of the issue that had led them to this particular situation. o If a consumer chooses to discontinue their engagement, this juncture in the process presents an opportune moment to reengage them. Depending on the specific industry in question, a straightforward email reminder may be employed, such as a message that conveys the following sentiment: "Greetings, we would like to bring to your attention that you had previously expressed interest in our software." Stage #5: Purchase o During this phase, it is imperative to optimize the purchasing process for clients, aiming to minimize any obstacles or complexities they may encounter when making a purchase from your business. Is the loading speed of your website suboptimal? Is it as convenient for users to place orders using their mobile phones compared to using a desktop computer? The following inquiries merit consideration. o The customer has already made a definitive decision to engage in business with you; therefore, it is imperative to avoid creating any obstacles that may hinder this process. In the event that the payment processing software experiences delays, customers may opt to switch to a competitor's platform. Stage #6: Post-Purchase Evaluation o One could perceive oneself as having successfully navigated a situation, although it is important to note that the responsibilities associated with client satisfaction persist beyond the point of purchase. Customers will assess their purchase by comparing it to their prior expectations and make a determination regarding their level of satisfaction. In the event of client dissatisfaction with the product, it is quite likely that they will discontinue its usage, as it is widely acknowledged that customers who make repeated purchases are more valuable than those who make a single purchase. This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #3 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ o Alternatively, the situation may deteriorate further, resulting in the client requesting a refund of their payment. o The customer's reaction may vary depending on the manner in which this scenario is managed. By alleviating their fears and enhancing their emotional well-being, there is a higher probability of customer retention and potential referrals. Alternatively, in the event of mistreatment, the likelihood of encountering them or their acquaintances in the future diminishes significantly. o There exist multiple approaches to engage with this particular stage... ▪ Effective Customer Service - the ability to communicate with consumers and assist them in utilizing their product can significantly contribute to success. ▪ Sending follow-up emails and surveys to customers demonstrates a genuine concern for their experience, which in itself can be a positive and enjoyable encounter. ▪ Fair treatment is a concept that acknowledges the possibility of a product not meeting the customer's expectations or requirements. When customers are treated with respect and provided with a refund, there is a higher likelihood of their return for future purchases. If one were to terminate their operations, they would be permanently rendered inoperative. Check for Understanding This will help check if you have understood the lessons in this module before going to the next module. Exercise 1. Identify the phrases below and write your answers on the blank _________1. Some consumers prioritize products that align with their environmental or ethical values. This can lead them to choose eco-friendly, sustainable, or socially responsible products. _________2. It refers to the comprehensive set of choices made by individuals in relation to the exploration, assessment, acquisition, utilization, assessment, and disposal of products and services, with the intention of fulfilling their requirements. _________3. What is the fifth step of the customer behavior process? _________4. Consumers who are _______________close attention to prices and seek out discounts or deals. They may switch brands based on price variations. _________5. Customers will assess their purchase by comparing it to their prior expectations and make a determination regarding their level of satisfaction. C. LESSON WRAP-UP Frequently Asked Question 1. What is the importance of knowing the Buying Behavior and Buying Process? This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #3 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ Businesses and marketers must understand customer buying behavior and the purchase process for various reasons: Understanding how consumers make purchases helps firms create effective marketing tactics that resonate with their target audience. Aligning marketing with the buying process allows organizations to deliver the right information and incentives at each stage to encourage purchases. Consumer behavior insight helps build goods that fit customer wants and preferences. Businesses can build products with desirable features, benefits, and value to increase consumer happiness and loyalty. Segmentation and Targeting: Businesses can discover consumer categories with varied tastes and purchase habits by analyzing consumer behavior. This helps them target certain groups with targeted marketing messages and offers. Thinking about Learning Congratulations on finishing this module! Shade the number of the module that you finished. Did you have challenges learning the concepts in this module? If none, which parts of the module helped you learn the concepts? _______________________________________________________________________________________ ________________________________________________________________________________________ Some question/s I want to ask my teacher about this module is/are: ________________________________________________________________________________________ ________________________________________________________________________________________ This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #4 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ Lesson Title: Developing Sales Personality: Material: SAS Using Communication Principles to Build Relationships Learning Targets: Reference: At the end of the module, students will be able to: https://www.indeed.com/career-advice/car 1. Identify the communication principles to develop a sales eer-development/types-of-sales-personaliti personality es https://www.themyersbriggs.com/en-US/Su pport/MBTI-Facts#What Productivity Tip: Take time away from your phone if you see it as a potential distraction. A healthy digital detox can help you become more productive. A. LESSON PREVIEW/REVIEW Introduction Consumer behavior refers to the comprehensive set of choices made by individuals in relation to the exploration, assessment, acquisition, utilization, assessment, and disposal of products and services, with the intention of fulfilling their requirements. The customer purchase process, alternatively referred to as the consumer decision-making process, delineates the sequential phases that customers commonly traverse over the course of making a buying choice. These stages offer valuable insights into the process by which customers acquire information, assess several alternatives, and eventually arrive at a decision. A sales personality is a collection of traits that successful sales professionals might use to connect with customers and close deals. It forms the basis of a sales professional's skills, which might also include industry-specific knowledge and abilities. For example, sales professionals in the automobile and software industries might have unique knowledge about the features of their products, but they share traits like confidence, independence, and adaptability. While a sales professionals might have many of these traits naturally, they can also develop their sales personality through experience and training. B. MAIN LESSON Content and Skill-Building Topic # 1 DEVELOPING A SALES PERSONALITY. The 4 Buyer Personality Types (And How To Sell to Them) Gaining insight into a prospective customer's needs and preferences can enhance the effectiveness of a sales pitch, increasing the likelihood of achieving success. Sales professionals frequently employ buyer personality types as a This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #4 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ means of classifying potential customers and formulating prognostications regarding their specific requirements. Understanding prevalent personality types can be advantageous in predicting consumer preferences, existing knowledge, and desired outcomes during a sales transaction. This knowledge can enhance your ability to effectively engage with customers. An overview of the four distinct sales personas and corresponding tactics that can be employed to effectively engage with each of them. 1. Analytical Individuals that possess analytical personality traits tend to prioritize and place significant emphasis on data analysis. They prioritize the acquisition of accurate information pertaining to products or offers. These consumers may prioritize obtaining specific data or precise figures regarding a product, and it is highly likely that they have conducted prior research on the product prior to engaging with you. Analytical consumers prioritize factual information regarding a product, rather than being swayed by flashy marketing tactics. Individuals exhibiting this particular personality type tend to have a preference for acquiring comprehensive knowledge regarding a product prior to engaging in a purchase, hence elongating their decision-making process. One can successfully cater to the needs of an analytical buying type by employing the following strategies: Being willing to answer questions o Due to the inclination of analytical consumers to seek comprehensive knowledge about a product, it is imperative to be prepared to address their inquiries. Having a comprehensive understanding of your goods can be more advantageous than relying solely on making business assertions. o The use of percentages, survey results, statistics, and other relevant facts pertaining to your project might prove beneficial when presenting to individuals who possess an analytical personality type. It is advisable to thoroughly verify the accuracy and reliability of your data before its presentation to analytical consumers, in order to instill a high level of confidence in your work. Exhibiting patience with regard to meeting a deadline. o While it is crucial to adhere to sales deadlines, individuals with an analytical personality type should prioritize the virtue of patience. Among the several buyer personality types, individuals exhibiting an analytical disposition tend to exhibit a propensity for posing more inquiries and necessitate a greater level of elaboration and specificity. These consumers have the capacity to fully comprehend and value the data provided to them, utilizing it to make informed decisions. Maintaining a literal interpretation o One crucial factor when selling to those with an analytical personality type is the necessity to maintain a literal approach in relation to the goods being offered. While grandiose remarks may prove effective in sales interactions with certain personality types, they may not be as well-suited for engaging individuals with analytical personalities. When engaging in sales discourse, it is advisable to employ language that is characterized by concreteness rather than figurative expressions. 2. Amiable - refers to a person's friendly and pleasant nature. Consumers exhibiting pleasant personality traits place a high degree of importance on qualities such as empathy, trust, and interpersonal connections in the context of sales transactions. Although their sales processing time may not be swift, their primary emphasis lies in cultivating a strong rapport with the seller. Individuals with agreeable personality traits may exhibit a preference for establishing a personal connection prior to engaging in a transaction. As a result, the entirety of the sales process for a friendly consumer is frequently characterized by a more informal approach compared to a conventional transaction. Individuals that possess pleasant personality traits often exhibit a propensity for This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #4 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ open-mindedness and a proclivity for seeking innovative remedies to various challenges. It is important to recognize that individuals with an agreeable personality type may not engage in extensive study before to encountering a sales pitch. Therefore, it is advisable to provide comprehensive information on the product, including specifics that they may not be aware of. In contrast to analytical consumers, pleasant consumers exhibit a lesser inclination towards assimilating facts and may see an excessive amount of information as overpowering. One can effectively engage with an agreeable personality type in the context of sales by employing the following strategies: Establishing a rapport during the sales process o It is advisable to cultivate a rapport with the customer during the duration of the interaction. The establishment of connections has the potential to foster a sense of confidence, which in turn can contribute to increased sales. Individuals that possess agreeable personality traits may exhibit a greater inclination to engage in purchasing behaviors with individuals whom they have built relationships with. Consequently, it is imperative to ensure authenticity in one's endeavors in order to foster a sense of comfort and trust. Personal assurances and personal accounts can be advantageous in the context of selling to agreeable consumers. Taking the lead o When engaging with others that possess an agreeable personality type, it is advantageous to assume a prominent role based on one's knowledge. The individual's familiarity and conviction in the product can be advantageous in this context. o Consumers that possess an amiable disposition may exhibit a more relaxed demeanor compared to their counterparts, hence rendering the sales process amenable to manipulation in order to achieve desired outcomes. Individuals that possess agreeable personality traits are more likely to respond favorably when approached in a mentor-like manner, when the emphasis is placed on providing guidance and counsel, as opposed to adopting a sales-oriented approach aimed at making a transaction. Ensuring the credibility and trustworthiness of your pitch o Sales personnel can establish a true belief in things when interacting with consumers who possess pleasant personality types. It is advisable to include comprehensive information that may appeal to the amicable consumer, including expressing your personal endorsement of the product. Moreover, the utilization of testimonials from other customers can prove to be efficacious in the context of selling to a buyer that exhibits pleasant characteristics. 3. Assertive Assertive individuals possess personality traits that make them direct and consistently truthful clients. Frequently, individuals arrive at a sale with a clear understanding of their desired purchase, potentially expediting the sales transaction. Individuals exhibiting aggressive personality traits may have engaged in prior research prior to approaching you, with the primary objective of achieving a successful sale being of utmost significance to them. Individuals who possess assertive personality traits tend to exhibit deliberate behavior and prioritize achieving desired outcomes. Effectively engaging with individuals that possess an assertive personality type can be achieved through various strategies. Placing a strong emphasis on professionalism o It is advisable to exhibit a heightened level of professionalism while engaging with potential customers that possess an assertive personality trait. Given the propensity for sales transactions with assertive consumers to occur expeditiously, it is advisable to have an abundance of pertinent information readily available for discourse in order to prevent their waning interest. o The significance of professionalism for assertive consumers is in its ability to provide This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #4 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ assurance that they are engaging with a suitable individual regarding a product, hence potentially expediting the achievement of their desired outcome. When faced with a situation where one lacks the knowledge to answer a question, adopting an honest stance and committing to providing a subsequent response would be the most effective strategy for engaging with this category of clientele. The primary emphasis is placed on the ultimate objective. o In the event that a customer demonstrates a lack of interest in the comprehensive information pertaining to a sale, it is advisable not to impede their progression. Given their need for efficiency, it is advantageous to promptly address the core of your proposal when marketing to individuals with an aggressive personality type. In the event that the customer expresses agreement to get a product amidst the latter stages of a conclusive presentation, it may be deemed appropriate to curtail the presentation and initiate negotiations pertaining to the price. Placing emphasis on products that are in direct competition with one another. o Demonstrate to the consumer the manner in which your product can bestow upon them a competitive edge. The emphasis of advantageous qualities in your sales pitch may help facilitate a sale, as assertive potential customers may be attracted to these features in comparison to alternative products. One potential illustration involves demonstrating the distinctive value proposition that your product offers to customers, which sets it apart from competitors and cannot be easily replicated by other firms. 4. Expressive Expressive consumers, like those with an amiable disposition, value relationships throughout and after the sales process. The individual may want to understand how their sale may affect the firm or salespeople. Expressive people often make decisions based on intuition. While working with an expressive person, one can help a sale close by: Extending the relationship o Consider extending the sales relationship beyond the original transaction. Expressive personality types desire to know the results of their sales conversations. Instead than focusing primarily on first sales encounters, cultivating long-term connections can increase the possibility of sales over time. Highlighting Effects o Show consumers how your product or service affects other stakeholders. Expressive people may want to understand things beyond their environment. Such people may benefit from understanding how their business affects the world. Case studies can show how a product affects outspoken consumers. Factual information presentation optimization o Sales talk should simplify numerical facts or tangible knowledge. Self-expression-focused consumers may desire a sympathetic view of their company's actions. Interacting with these clients should be transparent because their opinions may affect their firm decisions TOPIC 2: COMMUNICATION PRINCIPLES TO DEVELOP SALES PERSONALITY Developing a successful sales personality involves mastering various communication principles to effectively connect with customers and drive sales. Here are some key communication principles to consider: Active Listening o Pay close attention to your customer's needs, concerns, and preferences. By actively listening, you can tailor your communication to address their specific requirements, demonstrating that you understand and value their perspective. This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #4 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ Empathy o Put yourself in the customer's shoes and understand their emotions and challenges. Show genuine empathy to build rapport and trust, which can lead to more successful interactions and conversions. Clear and Concise Communication o Use clear and straightforward language to convey your message. Avoid jargon or overly technical terms that might confuse or alienate customers. Get to the point quickly while ensuring they understand the value your product or service offers. Adaptability o Adapt your communication style to match the preferences and personalities of different customers. Some individuals prefer a more formal approach, while others respond better to a casual and friendly tone. Building Rapport o Establish a personal connection with customers by finding common interests or shared experiences. Building rapport helps create a positive atmosphere and increases the likelihood of a successful sale. Confidence o Confidence in your product or service is contagious. Your demeanor and tone should reflect your belief in what you're offering. However, confidence should not come across as arrogance or pushiness. Problem Solving: o Frame your product or service as a solution to the customer's problem or pain point. Showcase how your offering addresses their specific needs and adds value to their lives or businesses. Storytelling o Use stories and anecdotes to illustrate how your product or service has positively impacted others. This can help customers visualize the benefits and outcomes, making your pitch more compelling. Open-ended Questions o Ask open-ended questions that encourage customers to share more about their needs, challenges, and goals. This not only helps you gather valuable information but also keeps the conversation flowing. Objection Handling o Anticipate objections and be prepared to address them calmly and persuasively. Acknowledge concerns and provide relevant information to alleviate doubts. Urgency and Scarcity o Create a sense of urgency and scarcity when appropriate. Highlight limited-time offers or limited availability to motivate customers to take action sooner rather than later. Follow-up and Relationship Building o Maintain contact with customers even after the sale. Effective follow-up shows that you care about their satisfaction and can lead to repeat business and referrals. Nonverbal Communication o Pay attention to your body language, facial expressions, and tone of voice. These nonverbal cues can convey confidence, interest, and sincerity. Listening to Feedback: o Be open to receiving feedback from customers and colleagues. Constructive feedback can help you refine your approach and become even more effective over time. This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #4 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ Remember that developing a successful sales personality takes time and practice. Continuously honing your communication skills and adapting them to different situations will lead to better customer relationships and improved sales outcomes. Check for Understanding This will help check if you have understood the lessons in this module before going to the next module. Exercise 1. Identify the phrases below and write your answers on the blank _________1. It is an assessment that builds an understanding of strengths and blind spots. It also helps people understand how they might differ from one another. It is valuable for individuals and teams as they tackle such challenges as communication, handling conflict, managing change, making decisions, being a leader, or changing careers. _________2. It is a collection of traits that successful sales professionals might use to connect with customers and close deals. It forms the basis of a sales professional's skills, which might also include industry-specific knowledge and abilities. _________3. Put yourself in the customer's shoes and understand their emotions and challenges. Show genuine empathy to build rapport and trust, which can lead to more successful interactions and conversions. _________4. ______________individuals possess personality traits that make them direct and consistently truthful clients. Frequently, individuals arrive at a sale with a clear understanding of their desired purchase, potentially expediting the sales transaction. _________5. Use stories and anecdotes to illustrate how your product or service has positively impacted others. This can help customers visualize the benefits and outcomes, making your pitch more compelling. C. LESSON WRAP-UP Frequently Asked Question 1. How do we identify our own personality? The MBTI® assessment builds an understanding of strengths and blind spots. It also helps people understand how they might differ from one another. It is valuable for individuals and teams as they tackle such challenges as communication, handling conflict, managing change, making decisions, being a leader, or changing careers. The Myers-Briggs® assessment is far more than just a personality questionnaire. Its benefits include: o A common language for understanding and describing the interpersonal differences that define us as individuals o An easy-to-understand but sophisticated way of understanding how people are similar and how they are different o Memorable and inspiring insights that help people understand challenging relationships o A positive view of all personalities, which avoids defensiveness and invites people to make genuine and lasting changes to their behavior This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #4 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ o The MBTI framework is designed specifically for individual growth and development. As such, the assessment and interpretation process provide an opportunity for personal exploration that is difficult to achieve with other assessments. Congratulations on finishing this module! Shade the number of the module that you finished. Did you have challenges learning the concepts in this module? If none, which parts of the module helped you learn the concepts? _______________________________________________________________________________________ ________________________________________________________________________________________ Some question/s I want to ask my teacher about this module is/are: ________________________________________________________________________________________ ________________________________________________________________________________________ This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #5 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ Lesson Title: Adaptive Selling for Relationship Building: Material: SAS Knowing the product, company, and prospect Learning Targets: Reference: At the end of the module, students will be able to: Garcia, A. & Villanueva M. (2019). 1. Familiarize with the company, prospects, and products Professional Salesmanship Productivity Tip: Take time away from your phone if you see it as a potential distraction. A healthy digital detox can help you become more productive. A. LESSON PREVIEW/REVIEW Introduction To become a “star” salesman, one must know his product. Every salesman who wants to close more deals must know the product well. The key reasons a salesman should know his product are below. Each will be extensively discuss in this module. Salespeople can answer all prospect queries and objections with product knowledge. The salesman must calm the prospect's product concerns. This will show the prospect the product's value. Understandable prospects buy the merchandise easily. Finally, the company's image can improve. Creative work can match product features to prospect needs and challenges. The salesman can adjust the product to the prospect's needs after acquiring background information. Not all of his product's features interest him. Which trait matches his needs and interests is up to him. For the prospect to buy, the salesman must emphasize these points in his sales interview. Again, product knowledge counts. Product knowledge enhances salesman confidence. The salesman no longer fears curious customers since he addresses every question and objection intelligently. This will help close the toughest sell. They say first impressions last. Your prospect will remember your intelligence. This gives the marketer an advantage over other salesmen who may apologize for false information. A prospect impressed by the salesman's intelligence and skill may recommend his goods. The salesman is climbing as he calls more prospects and convinces them with product knowledge. B. MAIN LESSON Content and Skill-Building Topic # 1 Specific Information About the Product that the Salesman Must Know 1. History, Growth, and Development of the Product Product history includes concept, manufacture, and market debut. Growth and development refers to product modifications since debut. This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #5 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ This component asks questions like "Who invented the product?" "Why was it conceived?" "In what form was the product first launched?" "Did it first have a limited or nationwide distribution?" The prospect can pinpoint the product's commencement with these inquiries. The prospect will then realize that this much-talked-about product started modestly in a small market niche. Thus, the prospect must know this. The salesman can improve the product's image by including this information in his presentation. 2. Improvements Made on the Product Some products lose their original form after years on the market. Customers are constantly curious about product updates. Regular improvements, especially to features, keep a product popular. Competition is so fierce that manufacturers routinely budget for product enhancements. Anyway, product enhancements recover lost sales and earnings from outdated products. Customers feel proud and happy buying better products. Their money is well spent if the products match expectations. They feel proud informing friends, family, and neighbors they bought high-quality goods. Only when the salesman can emphasize the product's improvement in his sales presentation can he help his prospect place an order. The prospect compares your product to brands aid has tried. Prospects will choose your product over a competitor's if they see the benefits of the new upgraded product. Thus, the salesman must understand his product's improvements. 3. Manufacturing Operations Related to the Product The prospect cares about product ingredients and materials. Since prospects are health-conscious, they are careful about product contents and materials. Prospects also distinguish inadequate from first-class, local from imported, and superior from inferior. Prospects also care about product quality. The product's manufacturing method and the company's quality control system concern intelligent prospects. Prospects prefer to know their purchases will last. The prospect doesn't need to know the company's manufacturing process. If the prospect knows the goods are high-quality, he'll pay for them. The materials and ingredients utilized might also affect product quality. Thus, a salesman should understand about the product's contents, materials, production method, and quality control system. 4. Quality and Performance of the Product Most prospects and consumers care most about product performance. After verifying product quality, they want to know its performance. Housewives wonder how well detergent bars are clean. Japanese kitchenware and equipment are preferred by fathers and husbands. Teens buy nighttime pimple-removal treatments and lotions. If the salesman promises the product will work wonders, the prospect will order. Salespeople can even share product-satisfied client testimonials. The prospect will also be curious in the salesman's product experiences. Another crucial piece of knowledge for the salesman. Product performance information is crucial to the buyer's decision. Prospects may not be interested in product manufacturing or history but highlighting its top performance can benefit salespeople. Before joining the company, the salesman may not have received adequate product and performance updates from his orientation seminar. Salesmen can stay up to date on product performance by attending sales meetings and conferences. 5. Research Done Concerning the Product Sometimes the corporation conducts research and surveys to see what modifications are needed to make the product more effective. To satisfy human needs and wants and stay competitive, the corporation innovates its products. Product research and surveys also disclose client complaints. The survey may also reveal a product's market position and status. This may indicate product market acceptance. Company sales literature and publications may include surveys and research results. The survey findings can also verify that the product passed laboratory tests and strict quality control. This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #5 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ Reputable products gain clients' trust. Laboratory tests and quality control inspections help them trust product quality and durability claims. Thus, throughout the sales presentation, the salesman must emphasize and highlight product surveys and study data. LESSON 2: Sources of Information About the Product Each of the above product information sources is discussed below. You can see how each source helps you learn about your product as you read them. 1. Seminars and Orientation Sponsored by the Company a. Every manufacturing and marketing organization must provide a lecture and orientation for new distributors, dealers, advisers, and sales reps. New recruits will have nowhere to meet prospects otherwise. b. Seminars and orientations introduce new hires to the company. The firm profile would interest prospective hires. New hires who sell the goods may become loyal to the organization. c. More intriguingly, firm management tells new dealers and distributors of their remuneration package. It will increase morale and instill a sense of responsibility in helping the organization achieve its goals. Because working is about making money, so we may live comfortably with our families. d. Another key aim of the sales seminar and orientation is to discuss the company's product lines.A salesman must know the thing he sells to clearly explain it to his prospect. The company-sponsored presentation and orientation cover product characteristics, benefits, correct use, and comparisons to competitors. 2. Product Clinics and Demonstrations a. The typical phrase for a product clinic is product demonstration. How the product is used, applied, or operated, its benefits to prospects, and its quality and longevity are all important components of a product clinic or demonstration. b. As each product is described and demonstrated, the salesman attempts to remember to do the same with his prospect. Salespeople may take notes on what they see and hear. He also tries to remember the process and sales aids and materials. c. A product clinic educates both the salesman and the prospect to help him buy. Thus, salespeople must attend product clinics. The salesman might learn a lot about the product from this clinic. 3. Company Bulletins and Publications a. The workplace bulletin board posts significant announcements occasionally. These posts must be read by salespeople. These may be about a new product launch, price rise, feature to address bad publicity, promotion campaign, or dealer contest and sweepstakes. b. Company bulletins and publications provide product information when they announce a new product launch or enhancement. c. Salespeople must regularly check bulletins and periodicals to be abreast of corporate operations and product marketing developments. Salespeople find it a cheap way to learn about their firm and products. 4. Plant Visit a. A salesman can request a plant visit to see how his product is made. A plant visit can teach you about the product's manufacturing process and quality control before distribution. The salesman can only appreciate the product's usefulness and quality after a plant visit. This kind of encounter will drive the salesman to like his product and present it to his prospect. b. Therefore, a factory visit is recommended for product information. Sales managers must always tour their network's salesmen through the company's facilities, especially locations. 5. Sales Meetings, Conferences, and Conventions a. Sales managers can personalize their efforts by meeting with dealers and distributors periodically. He must consider that dealers and distributors may have issues. Sales managers must assist and support. b. Sales meetings, conferences, and conventions serve more than salespeople. It may also serve additional uses. This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #5 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ c. Instead of publishing on bulletin boards, salespeople may be informed of new product launches or enhancements at these meetings. Salesmen should use this opportunity to learn about product news. Besides, a sales conference is more entertaining than checking bulletin boards. d. Sales meetings, conferences, and conventions include raffles, prizes, surprises, awards, and rewards. Get to know other dealers and distributors and their amazing sales experiences, meet prominent people from prestigious firms, see famous people, and visit beautiful places. 6. Leads from Sales Managers and Supervisors a. The product you sell is best known by your sales manager or supervisor. He sold before. He was promoted to sales manager for his excellent sales performance. A salesman with great performance knows his product well. Before getting promoted, he could not have closed many agreements. b. Thus, your sales manager is the perfect individual to help you start your sales career. If the seminar and orientation didn't teach you enough, ask him about the product. c. The sales manager will give you the information you need since your success is his success. Network marketing nowadays explains this phenomenon. 7. Company Advertisement a. Advertisements provide product information. Television, radio, newspapers, and magazines can advertise companies. Whatever medium is used, the salesman must see it as another product information source. b. To substantiate your sales claims, quote any element of the advertisement a prospect can recall. Your prospect is aware and familiar. 8. Product Labels a. A product label includes the brand. Product labels feature trademarks, manufacturer and distributor names, ingredients and materials, use instructions, precautions, and expiration dates. b. Thus, just examining the product label, the salesman may say much about it. Add this information to the sales presentation to improve the prospect's discussion. 9. Product Brochures and Price Lists a. Company product brochures and price lists still help salespeople. Some companies give salespeople these for free. Other firms offer them cheaply to pay printing costs. b. A brochure shows product benefits and attractive pictures. In the absence of the product, colored presentations might spark prospect interest. c. Some salespeople just read the brochure to discuss the goods with prospects. Sometimes it's enough to spark attention. d. Thus, product brochures and price lists help salespeople obtain orders. The price lists assist salesmen quote rates accurately and per business policy. 10. Feedback from Prospects and Customers a. The salesman learns product reactions from prospects as he calls. The organization must help handle negative prospects and customer comments. This protects the goods and the company's reputation. b. Prospects and consumers sometimes praise the product. Prospect testimonies are delighted product users. Using prospect testimonials, we may inform new prospects about the product. The follow-the-crowd mindset of consumers may inspire prospects to buy the goods with these testimonials. If our prospect listens to these statements, we can usually close the sale. c. Numerous sources provide product information. No salesman should be caught by a prospect uninformed about his goods. The salesman must be resourceful to maximize data use. Topic # 3 Importance of Company Knowledge The salesman can intelligently answer prospect questions about corporate policies, plans, and programs. Two rival products are similar. However, better corporate services make one preferable. Salesmen may miss critical sales if they are unaware of these services, costing the company business. Salesmen become devoted to their companies by understanding their operations and programs. With knowledge This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #5 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ of what prospects might expect from the company, the salesman can deliver key information to influence the prospect's buying decision. The salesman shows his dedication to the company by defending it and its goods against the prospect's misrepresentation. With corporate expertise, the salesman may give his prospect precise information to compare two competing brands' marketing efforts. The prospect will choose the competitor brand he is more exposed to if the salesman cannot supply adequate facts. Salespeople also use company expertise to overcome objections and negative reactions to their products. Hope the prospect's negative answer turns positive. The prospect is frequently powerless to buy when surrounded by sales pitches. The prospect is undecided about buying. If he buys, he's perplexed about the color, style, plan, model, size, and number. It appears that the prospect likes to buy everything or doesn't order anything. TOPIC 4: Specific Information about the Company that a Salesman Must Know What should a salesman know about his job? How effective is his company's expertise as a salesman? The following conversations answer these questions. Below is a list of company information salespeople must know. 1. The industry itself where the company belongs The industry's history and evolution begin. Prospects and customers will want current information. These will be asked of the salesman. Others care about industry futures. The salesman must grasp industry trends and difficulties and remedies. The prospect may also be interested in industry size and type. He should know his company's rivals. He should know where his company is in the industrial picture and its history and present ranks. Knowing his company's industry position will give the salesman pride and elevate his profession. The salesman must know his company, its products, and its competitors to sell profitably. 2. The History and Development of his Company Telling prospects about your company's achievement is exciting. When the company was founded, who founded it, why it was founded, the size of the early plants, where they were located, the principles on which the company was founded, early experiences in financing and selling new products and when they were added, origin of any trademarks or trade names, expansion, personnel responsible for growth, and many other things may help explain the company's current state. Salespeople must study their company's market position. The salesman does his firm and product lines justice by telling his prospect that his company outperforms its competitors in sales, plant size, and capital assets. The salesman gains credibility by making references to his company's market position vs its competitors. Everyone appreciates dealing with a powerful, progressive, flourishing company guy. The salesman must know his company, its products, and its competitors to sell profitably. 3. Physical Structure and Modern Features of the Company The company's success narrative is useless without current information. The salesman must be informed of his company's progress and future expectations. It boosts confidence. Prospects may be interested in expansion plans, new factories, product diversifications, worldwide market penetration, or production increases. These build trust that the prospect is ordering from a multinational. The salesman must also know his company's physical structure. The salesman must know division, branch, and headquarters locations. The company's machinery, equipment, facilities, buildings, and delivery equipment should be familiar. Prospects must examine the company's physical structure. They only want to know they're dealing with a big-name company. Consumer psychology suggests big names are trusted; they have an advantage over small competitors striving to stay up with industry giants. 4. Production methods employed by the Company This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #5 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ Expert salespeople can overcome price objections by emphasizing the product's manufacturing process. This will show the price is fair. Raw materials are part of product production. Knowing the product's composition and materials is valuable to the prospect. The prospect can assess the salesman's product's quality and durability here. Quality control is another component of product production. Knowing the product is high-quality is vital to the prospect's purchase choice. Thus, salespeople should check their company's quality control system. 5. Service and Distribution policies Used Excellent service facilities will provide a corporation a trustworthy reputation among buyers. Prospects want to know what services the company will provide if the product fails. Consumers have trouble finding someone to fix their product issues. If the service is available, the prospect's buying decision is worry-free. Service is the game. It matters when a corporation can serve its customers. Prospective clients prefer a company's product over competitors if it excels in customer service. Other policies, such as distribution, pricing, promotion, and branding, contribute to a trustworthy image. In essence, the salesman must know the product's marketing plan. 6. Policies on Prices, Discounts, Credits and Deliveries A smart salesman must also know the company's pricing, discount, credit, and delivery procedures. The prospect wants sale terms. Product prices rise and change. A salesman who is unaware of corporate price changes will be embarrassed. He may also lose commission if he sells a product at its old price. Products are discounted to attract buyers. If the salesman is unaware of this promotion, he may miss the chance to double or treble his sales for a month. The availability of finance motivates prospects. They could use a product without paying for it. The salesman must know client credit days. Every salesman must know the company's delivery timetable. A salesman who fails to deliver a product will damage the company's reputation. Salesmen might use company delivery calendars to predict delivery dates with prospects. When a prospect asks about prices, discounts, credits, and deliveries, he wants to order. The salesman must answer these questions immediately to increase the prospect's desire to buy. 7. Financial and Personnel Aspects of the Company Knowing the company's financing policy helps the salesman prove his company is solvent and likely to survive. Most shoppers are wary of unknown or unstable companies. A prospective insurance client is cautious to characterize a company without a good reputation. The prospect is wary of investing in an unstable company. The salesman must be proud of his company's fiscal condition by discussing its earnings, subscribed capital stock, bond issues, dividend declaration and distribution, and overall financial standing to prospects. Regarding personnel, the salesman should gladly tell his prospect who created the company. The salesman must also know firm directors, important stockholders, and business contacts. Prospects may be curious about what each does in company management. The potential may know or be related to these elite men. In this case, the salesman can get traction. If the prospective client knows firm employees, it helps close the transaction. The prospect trusts the company more when he discovers that his friends and associates are involved. The prospect trusts his friends and associates, thus he trusts his employer. TOPIC 5: IDENTIFYING AND QUALIFYING PROSPECTS Prospecting is the first stage of the selling process. Prospecting is the lifeblood of sales because it identifies potential customers.” A steadily growing list of qualified prospects is important for reaching the sales targets. A prospect is a potential buyer. This document is the property of PHINMA EDUCATION  MKT 005: Professional Salesmanship Module #5 Student Activity Sheet Name: _________________________________________________________________ Class number: _______ Section: ____________ Schedule: ________________________________________ Date: ________________ According to Futrell, “A prospect is a qualified person or organisation that has the potential to buy the good or service, provided he has the money to buy, authority to buy, and desire to buy. i. A good prospect is someone who has a problem that the product can solve efficiently and cost-effectively. ii. A good prospect has a goal that the company’s product can help to achieve iii. A good prospect has the power to make the buying decision: iv. A good prospect is someone who likes the salesman, the company, as well as their product v. A good prospect is a center of influence; someone who can open doors for other prospects: vi. A good prospect is easy to sell to and service: IDENTIFICATION OF PROSPECTS The identification of potential customers is not an easy job, especially for a new salesperson. The rejection rate is quite high and immediate payoffs are usually minimal. Following are the methods of identifying prospects Cold Canvassing o salesperson goes from door to door and tries to impress upon the prospects. Cold canvassing means face-to-face interviews with people. At the end of a cold call, the salesperson must give his visiting card, so that the prospect could call the salesperson. If at the time of the cold call, a person had shown interest he may be ready to buy. Present Satisfied Customers o Customers who are satisfied give the names of those who are interested in similar products. Telephone Directory or Mailing List o Prospect names can be generated through telephone directories or mailing lists. A salesperson may also find that membership directories of trade associations, professional societies, and civic and social organizations are good sources for prospects. Spotters o Some companies use spotters as a source for prospecting potential customers. Spotters are usually ‘sales trainees’ who help salespersons identify prospects, thus saving time and qualifying sales leads. Trade shows and exhibitions o A cost-effective way to make personal contacts and locate prospective buyers is to participate in trade shows and exhibitions. In view of the rising costs of personal selling trade shows have become an increasingly important source of prospecting. N