Презентация на тему Sale and Distribution

Sale and Distribution Sale The Steps of a SalePreapproach Approaching the customerDetermining needsPresenting the product The Steps of a SaleHandling questions and objectionsClosing the saleSuggestions sellingReassuring and following up The Preapproach-Getting ready to sell.Finding new customers by prospecting Retail sales not a prevalent because the Sources and Methods of ProspectingEmployer leadsTelephone DirectoriesTrade and Professional DirectoriesNewspapersCommercial ListsCustomer ReferralsCold Canvassing Preparing for the SaleIndustrial SalesAnalyze past sales records.View notes about the personal aspects of the customer.Qualify Preparing for the SaleIndustrial SalesAsk questions in a pre-visit phone call.Make an appointment to see the Preparing for the SaleRetail SalesThe customer comes to you, so most of the preparation is in Approaching the CustomerFirst impressions count; if a customer is turned off by the approach it will Approaching the CustomerBe aware of the customer’s buying style.Follow good guidelines for establishing a positive relationship The Approach in Industrial SalesSetup an appointment during the preapproach, and arrive early to the appointment.Introduce The Approach in Industrial SalesEngage in small talk to build a relationship with the customer.Comment on The Approach in Retail SalesService Approach Method“May I help you”Appropriate when the customer is obviously in The Approach in Retail SalesGreeting Approach Method“Good afternoon, Mr. Wright” or an appropriate personal comment.This approach The Approach in Retail SalesMerchandise Approach MethodThe salesperson makes a comment or asks questions about a Distribution Distribution: the flow of goods and services from producer to consumer Canada’s sheer size and sparse population cause special distribution problems.It costs a great deal of money There are six elements in the distribution process: Producers Processors Manufacturers Wholesalers Retailers Consumers Producers:Extract raw materials from the earth.Mining, agriculture, oil exploration are examples. Processors:Few materials are useful in their raw state, they must be altered tobe useful. Processors alter Manufacturers:Manufacturers alter the processed raw materials into products for the consumer.Steel is turned into an automobile. Wholesalers:Wholesalers are businesspeople who purchase goods and inlarge quantities and resell them in smaller quantities at Merchant Wholesalers:They take full ownership of the goods purchased from the manufacturers. Once the sale is Agent Wholesalers:Agent wholesalers never take ownership of the goods. They arrange for the sale of the Example:A manufacturer in Singapore wishes to sell a new line of ski bootsin Canada.The Singapore manufacturer The Singapore manufacturer will invoice the store for the cost of the boots.The agent will receive Manufacturers’ Representatives:Some manufacturers set up their own wholesale divisions.The division is comprised of manufacturers’ representatives whospecialize Retailers:Retailers sell directly to the consumer and make it convenient forconsumers to purchase goods.Without retailers, consumers Types of Retailers: Specialty Stores Single-line Stores Convenience Stores Department Stores Supermarkets Machine Vendors Roadside Establishments Specialty Stores:They carry a broad line of goods, all directly related.A women’s wear store carries skirts, Single-line Store:Carry a wide variety of one product.Opticians and Second Cup are examples of single-line stores. Convenience Stores:Are located in most neighbourhoods and obtained their name because they are situated close to Department Stores:Are usually part of large chains (a chain is a group of stores that aremanaged Supermarkets;They are large-scale food retailers.Examples are Loblaws, Sobey’s, Longo’s, No Frills, and Metro. Machine Vendors:Are businesspeople who place vending machines in certain contractedlocations.The vendor is responsible for stocking and Roadside Establishments:Usually located in agricultural growing areas.They are highly seasonal operations that do large volumes of e-tailing:The selling of retail goods on the internet.Examples are ebay, Amazon, Dell. Discount Stores:These stores depend on selling a large quantity of goods at a low price in

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Слайды и текст этой презентации

Слайд 1

Sale and Distribution


Слайд 3

The Steps of a Sale

Preapproach
Approaching the customer
Determining needs
Presenting the product


Слайд 4

and following up

The Steps of a Sale

Handling questions and objections
Closing the sale
Suggestions selling
Reassuring and following up


Слайд 5

not a prevalent because the customers come into the store.Important for the salesperson to open

The Preapproach-Getting ready to sell.

Finding new customers by prospecting
Retail sales not a prevalent because the customers come into the store.
Important for the salesperson to open new accounts to generate sales volume.


Слайд 6

ReferralsCold Canvassing

Sources and Methods of Prospecting

Employer leads
Telephone Directories
Trade and Professional Directories
Newspapers
Commercial Lists
Customer Referrals
Cold Canvassing


Слайд 7

personal aspects of the customer.Qualify new customers.Inquire with other salespeople who are with non-competing lines.

Preparing for the Sale

Industrial Sales
Analyze past sales records.
View notes about the personal aspects of the customer.
Qualify new customers.
Inquire with other salespeople who are with non-competing lines.


Слайд 8

an appointment to see the prospect in order to have time to explain the features

Preparing for the Sale

Industrial Sales
Ask questions in a pre-visit phone call.
Make an appointment to see the prospect in order to have time to explain the features of your product.


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of the preparation is in the retail store.Stockkeeping and housekeeping duties are important.Learn about the

Preparing for the Sale

Retail Sales
The customer comes to you, so most of the preparation is in the retail store.
Stockkeeping and housekeeping duties are important.
Learn about the merchandise and the prices of the merchandise.


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by the approach it will be difficult to win him or her over.Be alert to

Approaching the Customer

First impressions count; if a customer is turned off by the approach it will be difficult to win him or her over.
Be alert to what interests the customer.
Establish rapport.


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for establishing a positive relationship with customers.

Approaching the Customer

Be aware of the customer’s buying style.
Follow good guidelines for establishing a positive relationship with customers.


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arrive early to the appointment.Introduce yourself, smile, and shake hands.

The Approach in Industrial Sales

Setup an appointment during the preapproach, and arrive early to the appointment.
Introduce yourself, smile, and shake hands.


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relationship with the customer.Comment on important things to keep the customer interested.

The Approach in Industrial Sales

Engage in small talk to build a relationship with the customer.
Comment on important things to keep the customer interested.


Слайд 14

the customer is obviously in a hurry or you are simply an order taker.Ineffective in

The Approach in Retail Sales

Service Approach Method
“May I help you”
Appropriate when the customer is obviously in a hurry or you are simply an order taker.
Ineffective in most situations; you lose control of the sales situation.


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an appropriate personal comment.This approach begins conversation and establishes a positive rapport.Do not focus on

The Approach in Retail Sales

Greeting Approach Method
“Good afternoon, Mr. Wright” or an appropriate personal comment.
This approach begins conversation and establishes a positive rapport.
Do not focus on the merchandise.


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or asks questions about a product that the customer is looking at.Ask questions about the

The Approach in Retail Sales

Merchandise Approach Method
The salesperson makes a comment or asks questions about a product that the customer is looking at.
Ask questions about the item.
Usually the most effective approach because it immediately focuses attention on the merchandise.


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Distribution


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Distribution:

the flow of goods and services from producer to consumer


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a great deal of money to transport goods from those whoproduce the goods to those

Canada’s sheer size and sparse population cause
special distribution problems.

It costs a great deal of money to transport goods from those who
produce the goods to those who consume them.


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Wholesalers Retailers Consumers

There are six elements in the distribution process:

Producers
Processors
Manufacturers
Wholesalers
Retailers
Consumers


Слайд 21

Producers:

Extract raw materials from the earth.

Mining, agriculture, oil exploration are examples.


Слайд 22

altered tobe useful. Processors alter the raw materials.Iron ore is made into steelOil is turned

Processors:

Few materials are useful in their raw state, they must be altered to
be useful. Processors alter the raw materials.

Iron ore is made into steel
Oil is turned into gasoline


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is turned into an automobile.

Manufacturers:

Manufacturers alter the processed raw materials into products
for the consumer.

Steel is turned into an automobile.



Слайд 24

them in smaller quantities at higher prices.There are three major types of wholesalers: Merchant Wholesalers

Wholesalers:

Wholesalers are businesspeople who purchase goods and in
large quantities and resell them in smaller quantities at higher prices.

There are three major types of wholesalers:

Merchant Wholesalers
Agent Wholesalers
Manufacturers’ Representatives




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manufacturers. Once the sale is completed, the wholesaler takes possession of the goods, then stores

Merchant Wholesalers:

They take full ownership of the goods purchased from the
manufacturers.

Once the sale is completed, the wholesaler takes possession of
the goods, then stores and and warehouses them.

The merchant wholesaler then finds customers for the goods.

Merchant wholesalers earn their profits by marking up the price of the
goods they purchase beyond the price that they paid.


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for the sale of the goods between manufacturers andthose that wish to purchase the manufacturers’

Agent Wholesalers:

Agent wholesalers never take ownership of the goods.

They arrange for the sale of the goods between manufacturers and
those that wish to purchase the manufacturers’ goods.

Agent wholesalers are usually paid on commission, a percentage
of the sale, by the manufacturer.

Manufacturers often prefer to deal with agents because of their
expertise. Agents know the product, the parts of the country that
represent the best sales opportunities and the types of consumers
who will purchase the item.


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ski bootsin Canada.The Singapore manufacturer will contact an agent wholesaler in Canada who specializes in

Example:

A manufacturer in Singapore wishes to sell a new line of ski boots
in Canada.

The Singapore manufacturer will contact an agent wholesaler in
Canada who specializes in skiwear.

This agent will be familiar with the retail stores and the parts of
Canada that represent the best possible market for the item.

The agent will visit the stores, bring samples and take orders.

The orders will be sent by the agent to the manufacturer and the
manufacturer will ship the product directly to the store.


Слайд 28

the boots.The agent will receive the predetermined commission from the Singapore manufacturer once the sale

The Singapore manufacturer will invoice the store for the cost of the
boots.

The agent will receive the predetermined commission from the
Singapore manufacturer once the sale is completed.


Слайд 29

comprised of manufacturers’ representatives whospecialize in the wholesaling of the manufacturer’s products

Manufacturers’ Representatives:

Some manufacturers set up their own wholesale divisions.

The division is comprised of manufacturers’ representatives who
specialize in the wholesaling of the manufacturer’s products


Слайд 30

to purchase goods.Without retailers, consumers would be forced to seek out wholesalersor go directly to

Retailers:

Retailers sell directly to the consumer and make it convenient for
consumers to purchase goods.

Without retailers, consumers would be forced to seek out wholesalers
or go directly to manufacturers’ factories to obtain goods they need.



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Supermarkets Machine Vendors Roadside Establishments e-tailing Discount Stores

Types of Retailers:

Specialty Stores
Single-line Stores
Convenience Stores
Department Stores
Supermarkets
Machine Vendors
Roadside Establishments
e-tailing
Discount Stores


Слайд 32

women’s wear store carries skirts, blouses, suits, belts, hosiery,coats, slacks, and accessories for women.A sporting

Specialty Stores:

They carry a broad line of goods, all directly related.

A women’s wear store carries skirts, blouses, suits, belts, hosiery,
coats, slacks, and accessories for women.

A sporting goods store carries sports equipment, clothing, and
accessories for a wide range of sports.


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are examples of single-line stores.

Single-line Store:

Carry a wide variety of one product.

Opticians and Second Cup are examples of single-line stores.


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they are situated close to those who use them and in most cases are open

Convenience Stores:

Are located in most neighbourhoods and obtained their name
because they are situated close to those who use them and in most
cases are open long hours.

They carry a large variety of necessities for the home, including milk,
eggs, bread, and other everyday items.



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group of stores that aremanaged through a central office). These stores provide a wide range

Department Stores:

Are usually part of large chains (a chain is a group of stores that are
managed through a central office).

These stores provide a wide range of consumer goods in specialized
divisions or departments such as sporting goods, ladies’ wear, or
furniture.

Examples are Sears, The Bay, Walmart.


Слайд 36

and Metro.

Supermarkets;

They are large-scale food retailers.

Examples are Loblaws, Sobey’s, Longo’s, No Frills, and Metro.


Слайд 37

is responsible for stocking and maintaining the machines.

Machine Vendors:

Are businesspeople who place vending machines in certain contracted
locations.

The vendor is responsible for stocking and maintaining the machines.


Слайд 38

that do large volumes of businesswhen crops are being harvested.Consumers are often encouraged to stop

Roadside Establishments:

Usually located in agricultural growing areas.

They are highly seasonal operations that do large volumes of business
when crops are being harvested.

Consumers are often encouraged to stop and purchase fresh fruit,
vegetables or pies.


Слайд 39

Dell.

e-tailing:

The selling of retail goods on the internet.

Examples are ebay, Amazon, Dell.



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at a low price in order to maintain profitable operations.Prices are kept at a minimum.Examples

Discount Stores:

These stores depend on selling a large quantity of goods at a low price
in order to maintain profitable operations.

Prices are kept at a minimum.

Examples include Dollarama, Giant Tiger, and Honest Ed’s.

This category also includes Costco.



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