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EXPLAIN COMPANY SELLING POLICIES.

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Marketing PI: 2.03

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SELLING ACTIVITY POLICIES

  • Selling policies: guidelines for selling. How will products be sold?
      • How are sales tracked? Receipt, online, customer information?
      • What is the customer given at the completion of the transaction?
      • Are there any government rules or regulations that must be followed?

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TERMS OF SALE POLICIES

  • Terms-of-sale policies: What conditions apply to each type of sale? (Think airline tickets, e-Bay, close-outs)
      • Age, condition of customer (think “bar”), single or double occupancy.
      • Conditions for returns (What will be allowed?) What if the dress has been worn?
      • Deadlines for returning products (used or new car purchases, haircuts)
      • Method of refund (including money vs. store credit)

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SERVICE POLICIES

  • Service policies: guidelines for servicing customers.
      • What is included in the sale of the product?
      • Warranties (implied or explicit)
      • Delivery.
      • Training.

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WHY ARE SELLING POLICIES IMPORTANT?

  • Selling policies standardize sales.
  • Ensures that the company and the customers understand how products are sold.
  • Protects the company, legally.

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WHY ARE SELLING POLICIES NEEDED?

  • Proves that all customers are treated the same way
  • Increases efficiency of the sales people.

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EXTERNAL factors that affect selling policies

  • City, county, state and/or Federal regulations.
  • Competitors’ actions.
  • Changes in customer expectations.
  • Changes in costs of producing the products.

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INTERNAL factors that affect selling policies

  • Sales quotas.
  • New management.
  • Changes in goals.

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REGULATORY factors that affect selling policies

  • The distribution channel might require specific policies in exchange for using that channel (e-Bay for example).
  • Implicit warranties.

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PROBLEMS with selling policies

  • Policies cover specific circumstances, so some situations will not fit the current policies.
  • Misinterpretation by a salesperson.
  • Some customers will ask for exceptions to policies in exchange for increased business or because of a history with your company.