Salesmanship Troop 373
Responsibilities of a Salesman • Selling goods and attending to customers. • Relies on instructions and pre-established guidelines to perform the functions of the job. May work under immediate supervision. Typically reports to a supervisor or manager.
Responsibilities of a Salesman • Ensure that each customer receives outstanding service by providing a friendly environment, which includes greeting and acknowledging every customer, maintaining solid product knowledge and all other aspects of customer service. • Maintain an awareness of all promotions and advertisements • May assist in processing and replenishing merchandise and monitoring stock.
Responsibilities of a Salesman • • • Aid customers in locating merchandise. Communicate customer requests to management. Assist in completing price changes within the department. Participate in year-end inventory and cycle counts. Assist in ringing up sales at registers and/or bagging merchandise. • Any other tasks as assigned from time to time by any manager.
The Sales Process: Selling Strategy • In order to be successful in today’s global business environment, salespeople must also think and act strategically. They must develop strategies for: • Their Sales Territory • Each Sales Call • Every Customer
Time Management
Sales Territory Geographical area or type of customers assigned to a sales unit such as salesperson, sales manager, franchisee, distributor, or agent.
Sales Quota • Sales Quota is the minimum sales goal for a set time span. A sales quota may be a minimum amount of dollars or product sold. Quotas may also be for sales activity like: number of calls per day.
Commission Salesperson • A salesperson's commission is typically based on either a percentage of sold revenues or profit margins. Commissions usually account for 30 to 50 percent of the salesperson salary. • Sales quotas should be high enough to encourage excellence but not so high as to be unachievable.
Bonus • A salesperson may receive a bonus for exceeding the sales quota or doing a good job or if the company did well that year.
Marketing • Marketing is the process by which companies determine what products or services may be of interest to customers, and the strategy to use in sales, communications, and business development.
Sale Quote • Before a sale. • Tells how much the product or service will cost and the terms of the sale, like COD, cash on delivery.
Customer Service • Customer service is providing service to customers before, during, and after a purchase.
Salesman Skills • Ability to operate all equipment necessary to perform the job. • Ability to communicate with associatesco-worker and customers. • Ability to read, count, write and to accurately complete all documentation.
Salesman Skills • • The Importance of Dress. Well Dressed vs. Overdressed. Cleanliness. Value of Cheerfulness. The Value of Enthusiasm. The Value of Determination. The Value of Hope.
Salesman Skills • The Good "Breath. ” • Value Add Selling • Competition Information
The Wrong Way to Sell
Salesman and the Economy • Salespeople help stimulate the economy. • Salespeople help with the diffusion of innovation.
Economy • An economy consists of the economic system of a country, the labor, capital, land resources and working people. It includes the exchange, distribution, and consumption of goods and services of that Nation.
World Economy
Contributions of Personal Selling • Salespeople generate revenue. • Salespeople provide market research and customer feedback. • Salespeople become future leaders in the organization.
Contributions of Personal Selling • Salespeople provide solutions to problems • Salespeople provide expertise and serve as information resources • Salespeople serve as advocates for the customer when dealing with the selling organization
Relationship • Developing the relationship takes priority over getting the sale. • Salesperson is customer-oriented.
The Sales Process • Developing Customers • Relationships • Initiating Customers
Selling Foundations • Possesses Good Communication Skills • Understands Buyers • Is Trustworthy and Behaves Ethically
Need Satisfaction Selling • Uncover and Confirm the Buyer’s Needs • Present Offering to Satisfy Buyer’s Needs • Continue Selling until Purchase Decision
Problem Solving Selling • • • Define the Problem Generate Alternatives Generate Solutions Evaluate Make a Decision
Salesperson Need To: • Research the market to be sure the product or service meets the needs of customers.
Salesperson Needs To: • If a Service is being sold, learn about the benefits of the service to the customer.
Salesperson Needs To: • Follow up with customers after their purchase to confirm their satisfaction and discuss their concerns about the product or service.
Be honest
Education, Experience and Training • • Economics Math Finance Public Speaking
Interview a person Talk to Mr. Sargent after viewing the slide show • 1. What made the person choose sales as a profession? • 2. What are the most important things to remember when talking to customers? • 3. How is the product or service sold? • 4. Questions ?
Great Reasons to Sell Popcorn ! • Almost Everybody loves popcorn! • Popcorn is popular with customers. (3 out 4 people will buy) • Helps the Troop buy gear and go camping. • Prizes for the Boys. • It taste great and it’s very nutritious. • Two ways to sell (direct and booth sales) • You’ll raise enough funds for a whole year’s program. • Boys build confidence, self-esteem and people skills. • All the profits stay local to support individual units and • council programs.
POPCORN SAFETY TIPS • When selling popcorn in your neighborhood always have an adult or buddy with you. • Never enter a stranger’s house without an adult. • Keep checks and cash in a separate envelope with your name on it. • Always walk on the sidewalk whenever possible. • Never sell at night. • Always be courteous.
POPCORN SALES TIPS • • 1. Ask your parent to be the first to buy popcorn. 2. Ask your relatives to buy popcorn. 3. Ask your neighbors to buy popcorn. 4. Ask the parents of your friends (not in Scouts) to buy popcorn. • 5. Take a popcorn order form to your place of worship and ask people to buy popcorn during coffee/fellowship hour to buy popcorn (get permission first). • 6. Ask your parents if they can take a popcorn order form to work and ask their co-workers to buy popcorn. (They may need to get permission first. )
POPCORN SALES TIPS • 7. Ask your patrol or Troop to schedule a “Super Sale Day”. This is a day when your fellow Scouts select a neighborhood and go door-to-door as a group to ask people to buy popcorn. • 8. Ask a parent or fellow Scout to go door-to-door with you in your neighborhood to ask people to buy popcorn. • 9. Ask your parents or relatives if they give out gifts during the holiday season. If yes, ask them to consider giving out popcorn (in a tin decorated for the holidays) as a holiday gift. • 10. ALWAYS WEAR YOUR UNIFORM!
Repeat Customer • If you sold last year: • Don't forget last year's customers. Make sure you kept your sales form from last year and ask each of them to buy again.
Sales Presentation • Write a Short Outline of your Sales presentation. • Give a Short Sales presentation. • Requirement # 3 and 4
Salesperson Needs To: • Learn all about the product or service to be sold. http: //www. campmasters. org
2014 Products • $15 LL • $30 JJ • $20 KK
2014 • Products $40 B • $25 C • $25 D
2014 Products • $20 F • $15 G • $15 J
2014 Products • $20 E • $10 L • $20 S
2014 Products • $30 P • $20 X
Magazines • $15 • Or • $30
www. campmasters. org • Know about the Products, like knowing about the US Military Support, Item Z: • Make a purchase of $25 • (order Item Z) and CAMP MASTERS popcorn will be shipped to the US Military.
Order Sheet • Name • Unit # Troop 373 • Delivery After Nov. 16, 2014
Home Work • • Requirement #5 Sell Popcorn Track your Sales Sell to more than just your Family.
Prizes • • • Levels 2000 1500 1000 775 550 375 250 175 90 0 -60
Make a one Page Resume • Requirement 7 a • Prepare a written statement of your qualifications and experience. • Include relevant classes you have taken in school and some merit badges you have earned.
Resume David Sargent 1046 Cynthia Ave Pasadena, Ca 91107 626 -351 -8712 Education: Monrovia High School Elective Classes: Writing, Electronics and TV Operations. Employment History: Part time jobs: Gardening, newspaper boy, Student Aid at Monrovia High School. Honors: BSA Arrow of Light. Hobbies: Camping, Chess, Animals and Electronics. Goals: Work in Broadcast Television.
For More Info See: • Entrepreneurship Merit Badge: • Starting and running your own Business.
For More Info See: • American Business Merit Badge: • About the free enterprise system in the United States.
The End • Salesmanship Merit Badge.
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