Unit 10 - P1,2,3 Personal Selling in Business

Introduction

I will be explaining the roles of sales staff, and I shall demonstrate personal skills and processes.

When we are talking about the roles in a business, we must remember there are different types of forms in a business. An example would be a local store on the high street, every sales staff should be very friendly and kind to all customers were as if they are not it can be a disadvantage towards the business and it may cause loss in the profit.

Main roles of the sale staff:
When we are trying to define the roles of a sales staff the first thing that crosses every-ones mind is that their main role is to promote or sell goods/products for the company. every sales staff should know the product well before encouraging the customer to buy it, as it they don't the customer may not be happy with the product later on and can come back for exchange/refund which we would not want to happen. It is also a part of a sale staff's role to help and guide the customer about the products and services depending on what they would want.

When working as a sales staff it is mostly likely important that you have a good relationship with the customer to get ideas of what they want and need, this helps the business as you are helping to promote your business and whilst your doing that other customers are also attracted to see what is in that product how the customer service is.

Main reason why we should establish customer requirements:

• Price - it can be important for many customers, but many others wouldn't mind.
• Availability - many find it hard to find time, some may need the product urgently and might want the products quality in good condition.
• Appearance - appearance matters as customers want their products in good condition. many customers just buy products looking at its condition were as some may not be happy with it.
• Specific needs - this matters as it can be a problem for customers for example a man may of want trainers in a bigger size for himself.
• Benefits - customers have the benefit from the receipt they save, as this gives them the guarantee to refund or exchange the product. This can also help them as many businesses give point with receipts that help them get discount or pay for them as they have shopped a lot before in the store.

Here I will be explaining the different techniques that the sales staff use when they are making sales/personal sales in a business.

Firstly when we are identifying the common techniques that sale staff use to make personal sales, the main factor is being kind/friendly for example a sales staff may ask a customer how they are?, what type of product/item are you looking for, how can they help them etc? this means they are asking a few questions to promote great customer service and fill the requirement of the customers. This also means that the sales staff is creating a good relationship with the customer which is a benefit as once they have purchased a product there are more chances for the customers to come back.

Another point would be when the sales staff is advising the customer they can suggest other products whilst telling them about the product they are looking for, as this means they are promoting other products in the store and by looking at that the customer may look at another quality of product the store may have this helps build customers as they may come back later and purchase another products. this is also known as up-selling.

Lastly, when a sales staff have quite of a knowledge about the products, this helps them as it makes a good impression towards the customer and the business that they have hired great candidates.

Here below I will be going to explain the different skills and techniques that sales staff used whilst promoting personal sales and I shall include a bit off the legislation affecting personal sales.

1. Having good sales habits 
2. Good selling techniques 
3. Knowledge of the product
4. Motivating the customer about the product
5. Having the ability to close a sell 
6. Rewarding and Motivating staffs on the company status for good sells

P4 - Here I will prepare to make some personal sales
P5 - Here I will use some selling techniques and processes to make more sales


I shall be identifying the roles of sales staff and also to find out how and why sales staff are important in a business, and I will also explain some skills used by personal sellers that help sell products.

When working in a business, you should always be friendly to all customers even if they give you a hard time, being patient is the best way to survive and not lose you job, this helps the business as the customers will think again on how great of customers service does this business has and my urge them to come back and buy another product. you must always remember in a business "The customer is always right".

People that work in sale play have the most important job role in all of the business, this is because they are in the face of the public who directly deals with the needs of the customers. Also they are directly helping the business to achieve their goals their attitude affects the business directly.

There are many different types of selling techniques that are used to get customers attention and to try and encourage and persuade them to buy the product,

Cold calling - this is a call that is unexpected but this is a way to contact a firm to communicate to people privately just deal or get in with another new business. An example would be T-mob sales staff calling a customer on a random occasion to approach the customer and deliver news about there discounts/promotion offers to attract the customer to come into the store and purchase a phone or become a member of a new contact on the phone they would need to be very persuasive to engage the customer to become a member or purchase an item. There are many methods used to do this for instance via tele-phone, email, or even social networking.

Face to face selling - this is when the sales staff and customers are face to face and the call is to promote products, get feedback, and give information about the products to the customers directly to their face. An example would be Sunna-Musk which is a attar company that promotes Arab fragrances they are more located in shopping centers and malls which is a face to face selling, they can promote their products by letting to customer smell their fragrances the same point and get feed back from a survey. this is used to get quicker feed-back and attract more customers as-well as promoting and advertising your business. 

Drop in visit - this visit is made for sellers who might want other small organisations to sell their products in a way of thinking they are advertising their company. An example would be where salon beauticians will go around the shopping mall and drop in leaflets in shops to advertise there company this helps get more customers and many businesses allow other organisations to do that to build a good relationship with organisation as they can help them promote their business when they would want to.

Inward calls - this is when the sales staff respond to any time of inquires of the customers urgently, An example would be, dealing with a complaint via phone or email, many organisations for instance 3G the way they deal with complaints are via tele-phone or email this important as they are being record for training purposes which helps dealing with frauds. 

Telemarketing - this is used to contact customers by phone this is more of an announcement from the main call center. An example would be Sky phoning customers up letting them know about the deals and packages they have, also to check on the customers if they are happy with the item they have purchased or the deal.