国际商务洽谈口语教程课件答案 王振南ISBN 9787566300959Unit 3 Organizing a sales training event.pptVIP

Unit 3 Organizing a sales training event Objectives of Sales Training to help the sales people understand New products: what’s the new product here? Selling points What’re the selling points of the kiosk? The competitors The target market customer buying behaviors how to generate good sales results etc Scheduling A skill used to make a plan on how to meet one or more targets. When scheduling a traing program, it’s necessory To take into account the followings Who should attend the training Who will be invited as trainer or speeker What topics will be covered How long it will take etc Consumer Behavior The study of how individuals, groups and organizations select, and buy so that the marketers can design marketing programs to provide right products and services to satisfy their wants and needs. Characteristics: Consumer Market In consumer market, a large percentage of purchase decisions are made by a single person Sometimes, a child may influence a parent to buy and a couple may decide together to buy a house or car Low priced goods ……….. The Five Stage Model of Consumer Buying Decision Process: Why should we know the five stage model You can know whether the customer really want to buy Does the customer wants to buy from you Will the customer buy now or later Which stage is the customer in? 1.A customer went into a mobile phone store. “Can I help you?” said the salesperson. “No thanks, just take a look”, he answered and went away. 2. A customer went into a mobile phone store, and asked “how much does it cost”? And “Can you give me more discount?” Factors influencing consumer’s buying decision making Cultural factors countries, social classes, racial groups, religions Social factors families, friends, neighbors, professional groups… Personal factors personal characteristics, incl. buyer’s ages, education,occupation, persanlity, economic circumstances, … These will help you know more about your customer and how he/her wil