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Sem i 1.05 armstrong rev

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  • http://www.entrepreneur.com/encyclopedia/term/82480.html
  • http://www.entrepreneur.com/encyclopedia/term/82480.html
  • http://www.entrepreneur.com/encyclopedia/term/82480.html
  • http://www.myinternetbusinesssecrets.com/is-there-a-secret-sauce-for-increasing-your-sales/

Transcript

  • 1. 1.05 Product Knowledge
  • 2. Motivation to Attend Events • Cultural Norms/Values • Popular Athletes • Significant Others
  • 3. Other Reasons to Attend Events • Low ticket values • High scoring event • Media coverage • Unpredictability = entertainment
  • 4. Terms • Feature: physical characteristic of product • Benefit: what need the product fills for the customer • Unique selling proposition: the one reason a product is different/better than competition • Feature-benefit selling: matching characteristics of product to customer’s needs & wants • Feature-benefit chart: lists benefits side-by- side with features
  • 5. Sources of Feature/Benefit Info  Sales people  Product literature  Consumer review web sites  Internet discussion boards
  • 6. Obvious benefit  Immediately apparent to consumer
  • 7. Unique benefit  Sets product apart from competition
  • 8. Hidden benefit  Not immediately apparent to producer and/or consumer
  • 9. Feature-benefit chart for a product Feature Benefit
  • 10. Telephone Orders •Introduce yourself •Offer specials •Write down the order •Thank the customer