Michael E. Allen is a marketing expert with 18 years of experience working with multinational companies. He will discuss strategies for effectively selling products, including packaging and pricing, distribution channel selection, product positioning, understanding customer needs, direct selling, making purchases easy for customers, and dealing with complaints.

1. BY
Michael E. Allen
Presented by:
Aman Mahajan

2.  Michael E. Allen is a master of strategic
marketing management.
 He has 18 years of experience in the marketing
profession.
 He has worked with multinational companies
in various capacities including consumer
products, health care, computer software,
retailing, advertising etc.

3.  How to sell product effectively.
 Packaging and pricing of product.
 Selection of distribution channels.
 Positioning of product.
 Understanding the customer needs.
 Direct selling of product.
 How to make it easy for customers to buy.
 Dealing with the customer complaints.

4. 1. Basic steps in a sales process.
 Know our product or service.
 Make initial contact.
 Exchange information.
 Confirm the sale.
 Deliver.
 Follow up.
2. Useful sales techniques.

5.  Types of distribution channels.
 Steps for selecting distribution channels.
 Choosing the appropriate distribution channel.

6. 1. Packaging design.
 Positioning.
 Graphic identity.
2. Pricing of product.
Market research.
Product price elasticity.
Channels of distribution.
Product life cycle.

7.  Primary elements of positioning.
 Pricing
 Quality
 Service
 Distribution
 Packaging

8.  Positioning strategies.
 Positioning on specific product features.
 Positioning on benefits.
 Positioning for user category.
 Positioning for a specific use .

9.  Direct selling is mainly described as the
marketing of products and services
directly to consumers in a face to face
manner.
 Direct sales typically occur through
explanation or personal demonstration.

10.  Understanding what customers are buying.
 Understanding why customers are buying.
 Understanding customer needs.
 Understanding when customer are buying.

11.  Online payments systems.
 Shopping cart system.
 Manage customer information.
 Customers feedback and contact programmes.
 Build trust with customers.

12.  Types of customer complaints.
 Letters
 Spoken words to employees.
 Phone calls.
 Emails.
 How to solve customers complaints.
 Replacement.
 Refund.
 Money off next purchase.
 Apologise.