The Sales Process : The Preapproach Stage Of Sales

Ross Dress for Less is a popular retailer that sales brand name apparel and home fashion at a discounted price. In this paper will discuss the beginning of the company, the founder and where the home office is located. We will also discuss the competition and the types of items Ross stocks on a daily basis. The target market will be talked about also. There is even a Ross Dress for Less locally here in Jackson.

On the day of the sales pitch Sean met a new Luna when he found her relaxed and giddy. As usual Li-Ona easily approved what she offered. She would manage the inventories needed for production, the stores, and handle all marketing. At that moment Luna finally placed her first order, and Sean’s eyes fell upon the total. The amount was higher than what he had anticipated they’d start with. He picked up Luna and just kissed her in his excitement. He drove her to dinner at the five-star Michelin rated, “Butcher’s Steakhouse,” in the famed Saint Raphael Hotel downtown.

I would like to start off my paper by briefly describing the criteria identified for assessing salespersons effectiveness, and how the sales managers ally these criteria to the sales performance evaluations. The three criteria that are used include; outcome based measures, professional development measures and behavior based measures.

The encounter took place in person, on April 28, 2017 at 5:00pm. This store is located at the boardwalk shopping center of Bossier City, LA. Banana republic is categorized as a hospitality service in the service industry. The reason why I selected this business as a positive encounter is because I was very satisfied with the whole customer service experience from the beginning, when I entered the store, all through the end, when I exited the store. The reason why I went there is because I am a very thin short lady who has trouble finding suits to fit perfectly on my body figure and look professional. I decided to check banana republic out and I saw many pretty professional suits that seem to fit my body figure. When I entered the store, I was greeted by the cashier in a very nice way and with a smile in her face. I walked about the store and looked around and the whole servicescape was very organized and clean. As a college student, I have a limit on my budget and I really could not afford the expensive suites that were displayed throughout the store, so I searched through the clearance rack. The clearance was towards the back of the servicescape and it was very organized by the size, which made it easy for me to search for cloths. Searching through a clearance rack that is organized by size, helps a lot because it decreases the time I input searching and it increases the number of items

I was recently in your one of your stores last Tuesday on the day of 5/3/2016. I had walked in to cashiers greeting me left and right and asking me if I needed any help. I told them no because I didn’t know exactly what it was I was looking for yet. As I continued to look around I saw the nicest most classy dress shirt for $84.99 which I paid $85.00 for. I checked out the shirt thoroughly before I purchased it to make sure it had no rips in it, which it didn’t.

In order to give consignors the most joyful resale experience, The RealReal’s consigning process not only save consignors’ precious time, but also help them take care of their goods. For buyers, The RealReal guarantees the authenticity and quality of the second-hand goods, preventing them from being treated by other unprofessional consignment stores. What’s more, every clothes are steamed and every pair of shoes are brushed before they are shipped to buyers.

This interview is a beginning to prepare for my experience and career interests in the Canadian fashion industry. To learn more skills, personal qualities in a professional environment. The fashion industry and the career interests are two parts of my conversation with Jennings.

First of all, we introduced ourselves to each other. Ritah told me that she is a business woman and involved in import-export business and she wanted to sell a good conditioned 2007 Holden car. I asked about her expectations for the selling price of the car. Then she set her Asking Price at $11,800. When I heard her set price, at first I felt a little disappointment because I could not afford as it was beyond my budget.

To an average person this situation may seem peculiar, a boy asking a teenage girl to retail his personal items, but this has become a regular occurrence in my life. I’m known as the girl with the Ebay, Poshmark, and LetGo businesses. I can take any product, gently used or plain worn out, and gain some sort of profit. I’m familiar with the system and use strategies I’ve learned over time to accumulate the most return.

The consultative sales process guide is a process used to think of a sales presentation to create value added to the product or service. This includes need discovery, selection of the solution, need satisfaction through informing, persuading and reminding, and servicing the sale. According to Manning, need discovery aids salespeople in creating value, meet the needs of customers, and execute the firms’ commitment by reviewing behaviors of successful salespeople (230). Need discovery is a problem-solving tool that avoids customer complaints and promotes return customers.

The second approach I stumbled upon during my field experience is often linked to door-to-door salesmen. It is called the “Foot-in-the-Door Technique” (Williams, Psychology 302 lecture, October 6, 2010). During the evening of October 22, 2010, my mother and I journeyed to K-Mart under the illusion of searching for a jewelry present for my grandmother. K-Mart is much like Wal-Mart with its tall narrow aisles and variety of services. It offers services ranging from a pharmacy to a fast-food

Selling ASAP: Art, Science, Agility, Performance was written by Eli Jones, Larry Chonko, Fern Jones, and Carl Stevens. The book gives light to the fact that selling has become both a creative and an analytical process. In today’s world, the marketplace and the sales profession are continuously changing. Therefore, creativity, critical thinking, and agility are needed to adjust to these changes. Customers are now leaning towards trusted advisors instead of product experts. This concept stresses the importance of viewing a sale as an opportunity to build a long-lasting relationship with the customer. The authors outline several strategies for better anticipating customer’s needs and recommending solutions that build value over time. Selling ASAP: Art, Science, Agility, Performance highlights several tips which include: understanding how buyers buy, preparation, and attention strategies. These concepts will be further explained throughout the following paragraphs with a summary from Selling ASAP: Art, Science, Agility, Performance and a comparison to Selling Today written by Manning, Reece, and Abrams.

L&K will need to compete on the basis of quality and justify its higher price to customers. We will do this by providing superior customer service to the women who visit our store and by providing services which are entirely lacking in large department stores. Our fashion consultation services will be one of the two services which will set our store apart from our competition. These services exist for men in department stores such as Men’s Warehouse, but are entirely lacking for women searching for professional wear. L&K will appeal to our customer basis by training our staff in the latest professional fashion trends, general fashion principles, and in superior customer care. Additionally, we can compete with larger department stores through the competitively priced tailoring services we will provide for our customers for any suit they purchase through L&K for the lifetime of the suit. Large department stores do not offer this service, complimentary or not, for professional suits purchased by their customers. Often, the suits women buy at these stores do need to be tailored to fit the specific body type of the woman. However, tailoring services are expensive to utilize and difficult to find a qualified individual to perform that tailoring. The need to tailor a suit increases the real price of purchasing a suit from a department store, even though the initial price

As mentioned by John Bradley Jackson, “internal selling can be the hardest sale”. A salesperson might feel that convincing the customers and winning the deal is the end to it, but that is not true. Convincing the people within the organization and specially the higher management is a tougher job to do. There is resistance and inflexibility to change. The internal sales cycle is almost similar to the process of selling to the end customers. A salesperson has to understand the process, his role in it and then communicate everything to everyone (From John Bradley Jackson). After studying the course “Internal Selling”, I have understood the importance of selling within the organization. Like a ray of white light consists of

He asked how many acres we had and I replied with the answer of 4,000. He said that he would suggest a bigger sprayer because of the amount of land that I had. In this stage of the sales process he is uncovering my needs of what I am going to need. As I was with him, it didn’t feel like he was going though the eight steps but as I look back, he was going right down the list with the first four steps of the selling process. He had already prioritized me as an important client when he took me around in his truck to get me out of the wind. He also developed a selling strategy and uncovered