BTDM SELLING PERFORMANCE INDIACTORS

MP:001 - Explain the concept of marketing strategies

•  Your overall long-term plan for achieving your marketing goals using the marketing mix (Product, Price, Place, Promotion).

MP:003 - Explain the concept of market and market identification

•  A "market" is a group of potential customers. "Market identification" is choosing the specific group(s) you will focus on selling to.

• MP:008 - Explain the role of situation analysis in the marketing planning process

before making a plan, you must analyze your current situation using a SWOT analysis (Strengths, Weaknesses, Opportunities, Threats).

• MP:007 - Explain the nature of marketing plans

A marketing plan is the formal, written document that contains all the details of your marketing strategy.

• CM:003 - Explain the nature of channels of distribution

What to Know: The path a product takes (e.g., Manufacturer -> Wholesaler -> Retailer -> Consumer). Choosing the right path is key.

• SE:017 - Explain the nature and scope of the selling function

Selling is the direct, personal communication with a customer to identify their needs and persuade them to buy.

• SE:076 - Explain the role of customer service as a component of selling relationships

What to Know: Great service after the sale builds loyalty and leads to repeat business and positive word-of-mouth.

SE:932 - Explain company selling policies

What to Know: Know your company's rules on returns, payments, discounts, and order fulfillment.

SE:828 - Explain key factors in building a clientele

Build a loyal customer base by providing great service, following up, understanding needs, and building trust.

SE:106 - Explain legal and ethical considerations in selling

Don't use high-pressure tactics, lie about a product's benefits, or discriminate against customers.

SE:107 - Describe the use of technology in the selling function

•  Use CRM (Customer Relationship Management) software to track customer interactions, manage leads, and automate follow-up.

SE:062 - Acquire product information for use in selling

Learn everything about your product's features, uses, and how it compares to competitors.

• SE:109 - Analyze product information to identify product features and benefits

Turn product features (what it is) into customer benefits (what it does for them). "This jacket is waterproof (feature) so you'll stay dry in the rain (benefit)."

SE:048 - Explain the selling process

The steps are: 1) Prospect, 2) Approach, 3) Determine Needs, 4) Present Product, 5) Handle Objections, 6) Close the Sale, 7) Follow-up.

• SE:359 - Discuss motivational theories that impact buying behavior

• What to Know: Understand what motivates people to buy, like basic needs (food, safety), social status, or desires for achievement and belonging.

EC:011 - Determine factors affecting business risk

Economic downturns, changing consumer tastes, and new competitors.

PM:024 - Product Life Cycle

What stage is your product in? (Intro=New & Innovative, Growth=Popular & Improving, Mature=Reliable & Competitive, Decline=Phasing Out). Your pitch changes based on the stage.

PI:002 - Pricing Factors

Why does it cost this much? (Because of our costs, the competition, and what customers are willing to pay for its value.)

PR:014 - Ad Components: The blueprint for your sales pitch.

• Headline: Your opening hook.

• Copy: The benefits you explain.

• Visuals: What you show them.

• Call to Action: You asking for the sale.

PM:020 - Warranties/Guarantees:

A promise that removes the customer's risk. ("It's backed by a full warranty.")

PM:276 - Customer Voice

Using reviews and feedback to build trust. ("Other businesses like yours love this because...")

IM:010 - Marketing Research

Using data to prove your point. ("Our research shows this is exactly what the market needs.")