SHOPPING TRIP

Shopping Trip

Shopping Trip

Selling products and services is vital to the success of a wide range business the size of Sainburys. All members of Sainsburys organization have a part to play in selling the their products and services, not just those employees who work in sales positions. The sales objectives - commercial or non-commercial - affect which techniques can be used and how they are carried through. You will need to learn selling skills used by the industry to:

Raise customer rapport

Establish rapport with customers

Investigate customer needs

Present the merchandise or service

Close the sale

Deliver after-sales service.

Employees need to learn the key techniques required to sell food products and services. In sales situations you will need to apply the AIDE technique: attention, interest, desire, action.

The diverse environment of the buying situation means that there are numerous different types and functions of selling. In the case of photocopier, the sales efforts and practises do not seem to be in place and functioning effectively.

When a company exports its product it sells directly to a customer in another country. It can be indirect which is when the company employs intermediaries. And direct exporting which involves the firm distributing their products directly into the foreign market. 'This is how Sony came to dominate the global TV market, and how many Japanese auto firms made inroads onto the US market' (Hill 2002, p. 367).

The troubles appear to start with the advocating of the enterprises goods and the circulation of its' catalogues. The present scheme involves mailing the catalogue out to garden hubs and retail outlets "throughout the UK regardless of whether or not they are existing customers". This may well cause troubles with customers; new customers should be receiving the catalogue and existing customers should possibly be obtaining a courtesy phone-call or visit to take any orders. dispatching out catalogues to existing customers is an added unnecessary total cost and reflects awfully on the business. The sales orientated firm focuses all its efforts on not how to make the merchandise, but how to double-check that the merchandise is sold in a way that revolves around the customer. This is achieved by the sales team of Photocopier to customers and promoting Photocopy products. Jobber and Lancaster characterise the kind of selling that the sales group adopt: Order getters (these are the front-line salespeople), New enterprise salespeople (the trading task is to win new business) and eventually Organisational salespeople (they have the job of sustaining close connections with living customers). It seems that the task of each salesperson is so varied that possibly a scheme where the group are separated into one of the three ways would make the sales function more effective. Furthermore, the team are "all male". For a clientele, possibly an "all male" team may seem slightly enforcing and daunting - a feminine presence should be experimented with.

The sales employees emerge to be lethargic and unmotivated. This can sway the way they present substantially in the way that productivity will considerably down turn and their appearance/decorum when in ...