1 of 13

Sales and Personal Selling

Assignment P2

2 of 13

P2 Describe the sales skills used by sales staff in three different selling situations.

  1. Sales preparation skills (appearance, subject knowledge, communication skills)
  2. Sales techniques (cold calling, face to face, telemarketing)
  3. Understanding potential customers (diversity, disability, age etc.)
  4. Closing a sale (techniques and timing)

3 of 13

Sales preparation skills

  • Imagine you are going to represent Hydrospa UK at the Ideal Home Exhibition – what skills are you likely to need to need?
  • Consider the individual, the stall, knowledge, information etc

4 of 13

Sales preparation skills

  • Appearance: of the member of staff (appropriately dressed, clean hair, nails, shoes), of the selling environment (welcoming, clean, tidy, well stocked)
  • Design – positioning, size, displays, music, smells
  • Subject knowledge – of the individual backed up with literature to take away
  • Communication skills – pace, volume, clarity

​

​

5 of 13

Over to you

  • Locate the assignment document you started in P1
  • Complete P2 skill 1 – sales preparation skills
  • You have 30 minutes to complete this skill

6 of 13

Sales techniques

  • Cold calling
  • Face to face
  • Drop in visits
  • Telemarketing

​

​

7 of 13

Sales Techniques

  • 1. Cold calling
  • This involves contacting a stranger unexpectedly, usually by telephone.
  • It is cold because they have shown no prior interest in the product
  • You need to be patient and resilient to use this technique because you are likely to get many refusals and some hostility
  • Cold calling is sometimes use to sell double glazing and insurance

8 of 13

Sales Techniques

  • 2. Face to face
  • This is when the salesperson talks to the customer in person and this is usually the most effective way of selling a product
  • This technique is used by sales staff in shops, door to door salespeople and by street sellers

9 of 13

Sales Techniques

  • 3. Drop in visits
  • This is when salespeople visit potential customers, which are usually businesses rather than individuals
  • Drug companies employ sales representatives who make drop in visits to doctors surgeries to promote their products

10 of 13

Sales Techniques

  • 4. Telemarketing
  • Also know as telesales
  • This technique involves contacting prospective customers usually by telephone and delivering a sales pitch
  • Calls are either pre-recorded messages or made by people from call centres
  • This is different from cold calling because the people who have been called have been selected through a system that has identified them as being a potential customer
  • A holiday company selling clubbing holidays may use telemarketing by contacting young adults who have been identified as enjoying clubbing through having previously been on a clubbing holiday

11 of 13

Over to you

  • Complete the 2nd section on P2 – Sales techniques
  • You have the rest of this lesson plus half of the next lesson to complete this section

12 of 13

Understanding potential customers

  • Being able to identify potential customers and understand their requirements is vital to being able to recommend the right product to the customer
  • This also helps sales staff to communicate with customers appropriately
  • To understand a customer you need good listening skills, good questioning skills and need to be able to adapt these skills to the person you are speaking to – remember the old lady in unit 4 who didn’t know how to turn on her laptop!
  • Consider such things as their age, whether English is their first language, any disabilities etc

13 of 13

Over to you

  • Complete the last section on P2 – understanding customers
  • Work to be handed in before next lesson