HOW TO SELL MY PRODUCTS

BY

Michael E. Allen

Presented by:

Aman Mahajan

About the author

Michael E. Allen is a master of strategic marketing management.

He has 18 years of experience in the marketing profession.

He has worked with multinational companies in various capacities including consumer products, health care, computer software, retailing, advertising etc.

CONTENTS

How to sell product effectively. Packaging and pricing of product. Selection of distribution channels. Positioning of product. Understanding the customer needs. Direct selling of product. How to make it easy for customers to buy. Dealing with the customer complaints.

How to sell product effectively

1. Basic steps in a sales process.

Know our product or service.

Make initial contact. Exchange information. Confirm the sale. Deliver. Follow up.

2. Useful sales techniques.

SELECTION OF DISTRIBUTION CHANNELS

Types of distribution channels.

Steps for selecting distribution channels.

Choosing the appropriate distribution channel.

PACKAGING AND PRICING OF PRODUCT

1. Packaging design. Positioning. Graphic identity.

2. Pricing of product. Market research. Product price elasticity.

Channels of distribution. Product life cycle.

POSITIONING

Primary elements of positioning.

Pricing Quality Service Distribution Packaging

CONTD:

Positioning strategies.

Positioning on specific product features.

Positioning on benefits.

Positioning for user category.

Positioning for a specific use .

DIRECT SELLING OF PRODUCT

Direct selling is mainly described as the marketing of products and services directly to consumers in a face to face manner.

Direct sales typically occur through explanation or personal demonstration.

UNDERSTANDING THE CUSTOMERS

Understanding what customers are buying.

Understanding why customers are buying.

Understanding customer needs.

Understanding when customer are buying.

How to make it easy for customer to buy

Online payments systems. Shopping cart system. Manage customer information. Customers feedback and contact

programmes. Build trust with customers.

Dealing with the customers complaints

Types of customer complaints. Letters Spoken words to employees. Phone calls. Emails.

How to solve customers complaints. Replacement. Refund. Money off next purchase. Apologise.