btdm deca performance indicators

nature and scope of the selling function

responding to consumer needs and wants through planned, personalized communication in order to influence purchase decisions and ensure satisfaction

role of customer service as a component of selling relationships

building, maintaining, and enhancing interactions with customers in order to develop a long-term satisfaction through mutually beneficial partnerships

Key factors in building a clientele

Great customer service in order to build a following and establish a reputation. Each customer is worth money to the company and their continued business is in the company’s best interest. Develop relationships customers- emailing, social media, other forms of promotion contact frequently in order to ensure memory and relationship maintaining. Prospecting- process of looking for new customers. methods of prospecting include, employer, leads, directories, newspapers, commercial lists, customer, referrals, and cold canvassing.

explain company selling policies

rules for training, compensation, legal, ethical issues. Company policies, ensure that sales representatives know the product or service that they’re selling and represent them in a reflective way. company sales policies also instruct sales representatives on how to conduct legal contracts and ethical sales practices

explain legal and ethical consideration in selling

customer should feel free to make a choice between multiple sellers, integrity must be maintained

describe the use of technology in the selling function

information is a necessary tool for the salesperson and technology now makes this available at all times. Technology also reduces the amount of time of sales representative uses for research and makes them more effective resource for business. Example of technology used in sales include Bluetooth technology, laptops, PDAs, CRM software, email, text messages, social media, etc..

describe the nature of selling regulations

regulations are in placed by the USFG to remote competition, meaning that different businesses in the same market cannot agree to “split” customers

acquire product information for use in selling

product information can be found through four channels: direct experience, written publications, other people, informal training. In addition, product, demonstrations or product manufacturing can help a sales person acquire product information. Printed materials can include user guides, warranties, catalogs, and labels. Formal training is considered the method for information gathering about a product.

analyze product information to identify product features and benefits

understand how a prodigal benefit a customer through a feature. A feature is a physical attribute of the product. Benefits are the advantages or satisfaction the customers receives from the product.

explain the selling process

The selling process includes the following steps: approaching the customer, determining the customers needs, presenting the product to the customer, overcoming customer objections, closing the sale suggestion selling, relationship building

discuss motivational theories that impact buying behavior

buying behavior is a set of psychological principles a consumer follows when purchasing a good/service. Motivational theories: risktaking willing to try new things even at risk. Status oriented cares about what is trendy and fashionable. Brandon insistent only purchases from one brand. Variety seeking will like to try new things for no reason.

selling

understands the concept and actions needed to determine client needs and want and respond through plan, personalized communication that influences purchase decision and enhance future business opportunities

explain the use of brand names in selling

branding is important because not only is it what makes a memorable impression on consumers, but it allows your customers and clients to know what to expect from your company. There are many areas that are used to develop a brand, including advertising, customer service, promotional merchandise, reputation, and logo.

convert customer/client objection into selling points

overcome objections, work with customer to find what they really want (it also narrows down choices for customer)

suggestion selling methods

offering related merchandise, recommending larger quantities, calling attention to special sales opportunities

describe the use of technology in the product/service management function

Technology can create opportunities for new products, make production of products, more efficient, make products easier to use, and make products obsolete

explain business ethics in product/service management

Business ethics in products/service management involves making customers aware of product information that can affect safety and health when the product is used. E.g. product recalls all allergy information and labeling and clear instructions on how to use the good service.

identify product opportunities

identifying product opportunities uses marketing information to find problems that can be solved using a product. The product opportunity exist when there’s a gap between what is currently on the market and the possibility for new or significantly improved products the results from emerging trends. Product generation then stems for ideas on how to solve the problem. (E.g. device is getting stolen in cars: compartment to put devices in.) New product opportunities can come from a variety of sources, including customers, competitors, manufacturers, wholesaler, and internal research and development teams. The use of creativity is an inherent path of this process. Ideas can be generated during the market research process through both consumers and competitive analysis. Internal seems may be put together to evaluate a new product decision, including all departments of the business.

identify product/services competitive advantage

A product/service is competitive advantage is the difference between it and the competitors product/services. It allows the company to build brand loyalty, increase price due to the perceived higher value, and increases its market, shared due to the popularity of its products/services

explain the nature of positive customer relations

customer relations involve finding customers and keeping them satisfied. It provides companies with those means to develop and nurture customer relationships, including lead generation, sales support, customer service, and other after sales activities that generate a positive overall image of the company.

explain the nature and scope of the product/services management function

product/service management involves any activities that focus on obtaining, developing, maintaining, and improving products and service based on market research. This includes creating a product mix and continuously updating it throughout the product life cycle. Product/service management is very important when ensuring that everything in the product makes is optimal for the target market.

explain the concept of marketing strategies

marketing strategies are plans that identify target markets, and coordinate marketing mix activities in order to effectively sell the product/service. The product positioning and key points of difference must be taken into account when developing these strategies.

identify communications channels used in sales promotion

sales promotion can be communicated to consumers in a variety of ways. Word-of-mouth, standard media, and online websites, are all popular choices for sales, promotions, as well as more subtle places, such as product placement, and point of purchase displays.

describe factors used by marketers disposition products/services

when choosing how to present the product, several factors must be taken into account. The first is the price quality desired; the low prices or the high-quality may be stressed. Another factor is the features and benefits of the product; desirable trait that consumers would believe they would gain from using their product would be stressed. As well, the product in relation to competing products could be a key point; if the product is superior due to design, it would help us solidify the companies advantage. Finally, the connections to other products in the product line could be a factor that would help to promote more than one product at a time