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Introduction to Personal Selling What Must I Know? Introduction to Personal Selling What Must I Know?

The Product Profile 1. Product Name n n Name of the Product Model Number The Product Profile 1. Product Name n n Name of the Product Model Number Category of the Product Example: Sony CRX 320 AE/U CD Burner

The Product Profile Company/Manufacturer n n Who makes the product? A national brand name The Product Profile Company/Manufacturer n n Who makes the product? A national brand name company may produce a product with a different name. EX: Brinker International owns both Macaroni Grill & Chili's

The Product Profile 3. Features - Functions of the product; the special things that The Product Profile 3. Features - Functions of the product; the special things that it does. 4. Benefits - Result of having the feature - How do the features of the product benefit the consumer? Ex: Otis Spunkmeyer -- Cookies -- Express

Feature/Benefit Analysis Product: PMA 740 by Samsung Feature 1. 2. 3. 4. Dual Band/Tri Feature/Benefit Analysis Product: PMA 740 by Samsung Feature 1. 2. 3. 4. Dual Band/Tri Mode Camera Slide Show Screen Saver Voice Recognition 1. 2. 3. 4. Benefit Up to 3 hours continuous talk time Shoot digital pictures with a built-in camera and zoom lens Create your own slide show with up to 10 different pictures Say the name of any entry in your phone book or the number you want to call and the number is automatically called without using the keypad.

The Product Profile 5. Materials - What materials make up the product? Ex: (Plastic, The Product Profile 5. Materials - What materials make up the product? Ex: (Plastic, titanium, wood)

The Product Profile 6. Options offered - Is the product offered in a variety The Product Profile 6. Options offered - Is the product offered in a variety of colors, sizes, operations? - Be sure to name the options to the consumer

The Product Profile 7. Technical Information - Know technical information such as size, speed, The Product Profile 7. Technical Information - Know technical information such as size, speed, dimensions, weight - Be able to define technical information Ex: What is a megahertz?

The Product Profile 8. History/Design - How was the product invented? The Product Profile 8. History/Design - How was the product invented?

The Product Profile 9. Cost/Financing - Some products are too expensive to pay full The Product Profile 9. Cost/Financing - Some products are too expensive to pay full price at the time of purchase. - What financing options are available? Ex: Car, House, Major Appliances

The Product Profile 10. Availability - Is the product available now? - Does the The Product Profile 10. Availability - Is the product available now? - Does the product need to be ordered? - How long will it take to arrive? - Where is it delivered? - Is there a delivery charge?