Activities for SIRXSL001A - Assignment Example

Activities for SIRXSL001A Sell products and services Complete the following activities using resources that are available on Moodle or in you library. Once you have completed all the activities you may submit to your lecturer. This can be done by either uploaded via Moodle or you may print your activities and hand to your lecturer. By submitting you declare all work is your own and you are aware of, and abide by TAFE SA`s policy on plagiarism and cheating. Student Name: Lecturer: Date: Activities completed: Lecturer signature: Learning activity 1 It is important you make a good impression. How should you present yourself to ensure we create a positive environment? List 12 qualities that would make a good salesperson? Hunter’s mentality, determined to find new markets The discipline to constantly follow up business sales even after they have been completed Be charismatic in learning new things Be an intelligent fighter and someone who doesn’t take no for an answer Intellect personality and inner drive apart from other organization’s skills Resilience even when rejected and doesn’t take rejection on a personal level Empathy with the customers and assist in choosing the right product according to their preferences. A self consultant and not only a sales person. Someone who can sell ice-cream to an Eskimo Existing relationship and product knowledge People skills, that is respectful, patient, and pick up on social hints Tenacity, someone who does all he/she has to do to get what they want. Confidence and a touch of arrogance to get what they want 1 2 What do you look for in a client for ‘buying signals’? 3 -nodding the head, this non-verbally means “yes” 4 -repetition of a benefit statement means that the customer has accepted that the product is good 5 -the customer asks for the price 6 - the customer says “yes” and the sale is closed 7 What are the 5 senses of sales? Sight- consumers prefer open store layouts, well lit and attractive for better visibility and movement Touch-create an environment where customers can touch the products sample them and actually try them out in terms of how they work. Sound- what a consumer hears about a product actually makes a big impact and influences the purchase Smell- a nice smell attracts the purchasers positively, a bad smell chases customers away Taste- samples for the customers to taste attracts impulse buying and greater sales. Customers will want to buy something they know tastes good. 1 2 3 4 5 Learning activity 2 Communication techniques are asking questions and listening to the customer. Write down some questions that you would ask a client? A need question, for instance, how may I help you? An invitation question, for example, would you like me to explain to you about how you can benefit from our services/products? Leading question, to influence the customer and make him/her a prospect, does this look like something that can solve your problems, Asking for the sale, ask the customer if you can place an order or run the purchase for them by first assuring them of their need fulfillment. I can place an order for you, is that okay with you? What listening techniques would you follow? Take time and slow the conversation down Never interrupt the customer in order to understand in detail what the customer needs Paraphrase and clarify what the customer is saying so that the customer feels that you’re listening Listen to the customer’s emotions by listening at the tone Ask questions to clarify something not well understood What is the meaning of? Feature An attribute that is distinctive about something Attributes Regard something as being caused by someone or something Benefits A gain or advantage from something Objection An action of challenging or disagreeing Learning activity 3 Research five different products and complete the following table listing the features and attributes and benefits. Product name Features Attributes Benefits Makeup For Ever Ultra HD Invisible Cover Foundation Creamy and hydrating Crazy clear Makes skin flawless as HD lens Temptu Air brush- makeup machine It is the first hand-held makeup airbrush Being hand-held makes it cordless, rechargeable, and super quiet Allows non-makeup artists achieve flawless finish Lancome Miracle Cushion Liquid Has a squishy sponge Its light weight and incredibly buildable The sponge helps ease in applying and prevents gross even on re-applying -applies foundation in a cushion Charlotte Tilbury Mini Miracle Eye Wand Dual ended eye pen Contain hyaluronic acid, peptides and rice proteins Light-diffusing liquid concealer Lightweight gel cream hybrid on one end The gel cream leaves the skin around the eyes looking fresh and well-rested. The Light-diffusing liquid concealer covers the dark circles Tom Ford + Illuminate Contains buildable creams, one a sheer mate tan shade for contouring, the other a pearly white for highlighting It is cool and is buffed into hollows of the cheek Tom Ford cream is well balanced and gives enough warmth to give the illusion of a natural tan It gives a shimmering pearl shade and adds a bit dewy and not a sparkly shine Learning activity 4 List the possible customer objections that you may hear for the 5 products you chose above. Product 1 The customer may say: Merchandise objection Founder Dany Sans spent many years perfecting the formula, does this mean it is a perfect product? Time objection Making the product HD does this mean it it takes longer to wash out? Price objection The product is associated with celebrities, doesn’t this make expensive for normal people? Product 2 The customer may say: Merchandise objection Doesn’t this mean that the Air brush is a product on test since it is the first ever made handheld airbrush? Time objection It looks like any other electronic device, does it make it less durable like its counterparts? Price objection Being the first ever handheld Airbrush, doesn’t it make it expensive? Product 3 The customer may say: Merchandise objection Won’t foundation on a cushion make it gross and cakey to apply? Time objection Will the liquid foundation last the whole day? Price objection Is the price for this higher than the normal solid foundation? Product 4 The customer may say: Merchandise objection Tilbury is a renowned company, is this product as good as the others? Time objection Will be hyaluronic acid and peptides harmful over time? Price objection Does the consfication of this product make it expensive? Product 5 The customer may say: Merchandise objection I think buildable creams look unnatural, don’t you? Time objection How long does the cream take to wear out? Price objection Is the price high or low compared to other similar products? Learning activity 5 Closing sales techniques Select two closing techniques and write down what you would say to a customer. Closing technique When using this closing technique I will say: 1 making an offer with a special benefit on purchase We have 20% discount for customers signing up today 2 a question that allows thesales person to address objections while at the same time gaining a commitment Does what I am offering solve your problem? Which opening technique would you use for the following situations? Write an example of what you would say to each customer as your opening statement. Scenario 1 Two women enter your store and are browsing through a number of displays. They seem to be uncertain about which products to look at. This may indicate they are purchasing a present or purchasing for someone else. Hello there? Could it be that you are looking for a gift to give someone? A friend? Maybe? Scenario 2 A male customer is showing interest in new merchandise that is receiving heavy advertising and is used by a well-known personality. Hello sir! That is our newest product on the market, first 10,000 purchasers will receive 20% discount on purchase / Scenario 3 A customer enters the store in a rush and is looking around, obviously trying to find the location of particular merchandise. Hi there! Can I be of any assistance to you? Learning activity 6 Sell ups Offering bigger or better products and or services. Write down 3 products and 3 services from you salon or training salon and write next to each at least one example of a bigger or complimentary example of this product or service which you can ‘sell up’. Product name Possible ‘sell ups’ 1 lip gloss Lip stick 2 foundation cream 3 eye liner mascara Service/treatment name Possible ‘sell ups’ 1 deluxe treatment Basic treatment 2 massage treatment 3 treatment Hair removal Learning activity 7 Using two simple products of similar type, such as two types of hand creams or two types of sun blocks (ensure that one is more expensive that he other), list the differences between the two. Product 1 Product 2 Elta MD UV Facial Broad-Spectrum SPF 30+ Tube 3.0 fl oz ($24) Elta MD UV Clear Broad-Spectrum SPF 46 Pump 1.7 fl oz ($32) Discuss what justification you would use to show the benefit to the customer of purchasing the higher priced product. Elta MD UV Clear Broad-Spectrum SPF 46 Pump 1.7 fl oz is oil-free and protects and calms the skin that is prone to acne, discoloration and rosacea it makes skin healthier whereas Elta MD UV Facial Broad-Spectrum SPF 30+ Tube 3.0 fl oz is suitable for dry skin hence has little moisturizer components. Read More