MKT 337 2/2/15-2/6/15
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This 3 page Class Notes was uploaded by Lauren Keiffer on Friday February 6, 2015. The Class Notes belongs to at University of Alabama - Tuscaloosa taught by Joe Calamusa in Spring2015. Since its upload, it has received 96 views.
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Date Created: 02/06/15
2215 Value proposition Can adjust your outcome statement based on responses you get from your questions you ask the buyer 0 Outcome Create new revenue by engaging a high growth market 0 Product features Hand the buyer the munchies crackers box and then start explaining the features Flavors Product Packaging packaging is on the go so this is an easy transition into your next point millenials Demonstration o Millennials Do some research on your own about millenials Statistics Lifestyles Buying behavior this makes an easy transition into your next point of how you will engage the millenials marketing support Graphscharts present info in powerpoint form 0 Marketing support Advertisingsocial media show ads Display show the example on blackboard Sales projections Examplesgraphs 0 Check in question When you are done with your value proposition points quotdo you have any questions about what we ve covered so farquot Can ask this question once after the whole presentation is done or you can check in after each process point you discuss 2415 Role play day 2615 Introduction Bob Smith connection Purpose statement Questions Outcome statement Value proposition 3 process points Check in question Closing Closing o Objections You want the buyer to ask questions it shows interest This is the biggest credibility testing moment in the sales proposal Objections allow you to clear up any misunderstanding prioritize what is important to the buyer and solidify your credibility Listen clarify if you don t fully understand their objection or queonn Give simple and direct answers supported by facts don t over think your response just answer the question Never respond to objections with your opinion on it Instead back it up with statistics etc Although we don t know what the objections the buyer might have there is still things you can do to prepare Possible objections to Millennials quotThe millennials are not our target marketquot Response Millennials are 25 of the work force right now in 10 years they will be 50 I realize they may not be your target market right now because their buying power is relatively low But as they age their buying power will increase 0 Recommendation quotThe withdrawalquot Based on our discussion recommendsuggestofferpropose that Walmart authorize all 4 of the avors and launch them in all stores nationwide by May 2015 for a suggested retail price of at a cost ofat a gross margin ofwhat you want them to do 0 Negotiating 0 Transition
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