Nicole Montanaro

MAR 3400 PRESENTATIO

N

Making A SaleGaining future customersTraining new Sales associates to be successful

SATISFYING ELEMENTS ABOUT A CAREER IN

SALES

Personal levels with customersCreates trustPositive word-of-mouth“Good connections will expand a company's reputation.” -Carlos Vazquez- Stir Crazy Sales Manager

IMPORTANCE OF RELATIONSHIP MARKETING

Helps communication between employees and customers

Written guideline for employers to follow

“Always do what's right for the customer and tell them what they need to know. Since insurance is an industry of fraud, we need to create an understanding of our services.” –Matt Juengal- State Farm Sales Associate

ETHICS IMPACT SUCCESS IN A SALES CAREER

F= Physical characteristics of the product

A= performance characteristics of the product And how it can be used to help the buyer

B= Benefit and favorable result the buyer receives from the product and how it satisfies the buyers needs

HOW DO SALES PROFESSIONALS USE THE

FAB TECHNIQUE?

Face- to- Face interactionPersonal or Direct selling

Involvement With community or interactive sites

PromotionsUsing coupons, discounts, ads

COMMUNICATION TECHNIQUES THAT ARE MOST SUCCESSFUL IN

SELLING

Positive reputationGood publicityCold CallsPromotions“82 years of upholding an excellent reputation in business keeps customers and gains new prospecting customers from other supermarkets” –Joseph Faclane- Sales Store Manager of Publix

BEST PROSPECTING TECHNIQUES