Creating Workplace Quality Presentations

Below are guidelines for designing, creating, and delivering workplace quality presentations.  Read the article and answer the questions below as comments posts.  Remember these guidelines as you create your sales presentation.


Guidelines For Designing Your Presentation
1. List and prioritize the top three goals that you want to accomplish with your audience. It's not enough just to talk at them. You may think you know what you want to accomplish in your presentation, but if you're not clear with yourself and others, it is very easy - too easy - for your audience to completely miss the point of your presentation. For example, your goals may be for them to appreciate the accomplishments of your organization, learn how to use your services, etc. Again, the goals should be in terms of what you want to accomplish with your audience.


2. Be really clear about who your audience is and about why is it important for them to be in the meeting. Members of your audience will want to know right away why they were the ones chosen to be in your presentation. Be sure that your presentation makes this clear to them right away. This will help you clarify your invitation list and design your invitation to them.


3. List the major points of information that you want to convey to your audience. When you're done making that list, then ask yourself, "If everyone in the audience understands all of those points, then will I have achieved the goal that I set for this meeting?"


4. Be clear about the tone that you want to set for your presentation, for example, hopefulness, celebration, warning, teamwork, etc. Consciously identifying the tone to yourself can help you cultivate that mood to your audience.


5. Design a brief opening (about 5-10% of your total time presentation time) that:
a. Presents your goals for the presentation.
b. Clarifies the benefits of the presentation to the audience.
c. Explains the overall layout of your presentation.


6. Prepare the body of your presentation (about 70-80% of your presentation time).


7. Design a brief closing (about 5-10% of your presentation time) that summarizes the key points from your presentation.


8. Design time for questions and answers (about 10% of the time of your presentation).


Basic Guidelines About Presentation MaterialsYou might be handing out supplemental materials, for example, articles, reports, etc. along with making your presentation. You might also be handing out copies of your presentation, for example, handing out copies of your slides that you will be referencing during your presentation. You might be using transparency slides or showing slides from a personal computer onto a project screen.


1. If you plan to project your slides from a computer onto a projection screen, then be sure to check out the computer system before people come into the meeting room, if at all possible.
2. Use a consistent layout, or organization of colors and images, on your materials.
3. If you use transparencies on an overhead projector, then allocate one slide for every 3-5 minutes of your presentation. Include 5-8 lines of bulleted phrases on each slide.
4. If you provide the supplemental information during your presentation, then your audience will very likely read that information during your presentation, rather than listening to you. Therefore, hand out this information after you have completed your presentation. Or, hand it out at the beginning of your presentation and ask them not to read it until you have completed your presentation.
5. If you hand out copies of your slides, be sure that the text on the slides is large enough that your audience can read the text on the table in front of them without having to hold the handouts up to their faces. Be sure to leave space on the handouts for the audience to make notes on them.


Basic Guidelines About Your Delivery
1. If you're speaking to a small group (for example, 2-15 people), then try to accomplish eye contact with each person for a few seconds throughout your delivery.
2. Look up from your materials, or notes, every 5-10 seconds, to look into the audience.
3. Speak a little bit louder and a little bit slower than you normally would do with a friend. A good way to practice these guidelines is to speak along with a news anchor when you're watching television.
4. Vary the volume and rate of your speech. A monotone voice is absolutely toxic to keeping the attention of an audience.
5. Stand with your feet at shoulder-length apart.
6. Keep your hands relatively still.

Post your answers as comments to the following questions:1. Who is your audience for the sales presentation and what are you trying to accomplish with them?



2. What does the article say will happen during your presentaion if you show supplemental information. How should you handle supplemental information?




3.What tone do you think would be good to set for your presentationl?



4. How often should you look up from your notes to make eye contact with the audience?

Using Questions to Overcome Objections to the Sale!!

Watch the video I show and then answer the questions below as comment posts.








1. What step of the sales process is the author talking about when he says, "the interview"?  Explain.





2. What happens when you ask customers open ended questions?  How does this help you?





3.What did the car salespersons do wrong when the author went to purchase a car but left empty handed?





4. If you have a successful interview/presentation with the customer why should it be easy to close the sale?

Effective Selling

Coffee Veteran Mosely Explores Effective Selling And Innovation


CHERRY HILL, NJ — “Today, we need to deliver not only a great cup of coffee,” said Jim Mosely, sales manager for Southern Refreshments (Tucker, GA). “We have to provide service beyond the cup, and many different products. We have to raise the bar.”



Speaking at the National Automatic Merchandising Association’s first-ever OCS Summit, Mosely pointed out coffee service started out with a simple plan: drop off a brewer and ship enough coffee and basic supplies (filters, condiments, stir-sticks) to keep the client brewing. Today, however, competitive operators must be prepared to provide total breakroom solutions, and it can be helpful to look imaginatively at ongoing product introductions in order to find attractive additions.



He noted that technology is creating almost unbounded opportunity. For example, it would be perfectly feasible right now to design a “coffee terminal” that would respond to voice commands, and perhaps “read” programmable mugs that store their owners’ preferences in memory. It is useful to imagine things like this, he suggested, so one can respond quickly when something new enters the market.



Mosely showed the audience a novel paper towel dispenser, about the size of a toaster, that loads with recycled-paper wipes feeding out a hold in the front. The number of sheets in a single load is equivalent to five rolls of conventional paper toweling. Operators can sell this, he emphasized. “Green’ is the future.”



The products and services to be sold are done so in the context of the operating company’s vision, the speaker observed, and sales training consists primarily of imparting that vision while sharing proven methods of communicating. This requires the salesperson to understand the prospect’s needs and expectations, and to determine how the company can meet them.



“Use a form that can accommodate all the necessary information,” he recommended. “That includes the name, address and phone number of the company, the county or municipal tax rate, the name and title of the decision-maker and the qualification: the number of people, the hours and days worked, the number of shifts – the night shift will drink more coffee – and the average age of the clientele. It used to be that the ‘older crowd’ drank more coffee; that may be changing now. What is the ratio of male to female patrons? Is it a white-collar or a blue-collar location? Is the coffee free? What’s the ethnic balance? A predominantly Hispanic population will tend to use more sugar; an Asian clientele often prefers tea to coffee. How many breakrooms are there, and what kind of access do employees have? What’s the lunch schedule? This is important for vending, too,” Mosely continued. Asking the right questions at the outset makes it much easier to come up with a program that will please the account.



It’s also very helpful to ask about the prospect’s present service. “Ask, ‘How would you rate it: Average? Fair? Poor?’ Don’t suggest ‘good’ or ‘excellent’ as choices,” the speaker advised. “And ask, ‘If you could wave a magic wand, what would you wish for as the perfect service?’”



The next step is to propose a visit to the breakroom. This, with the information already gathered, will enable the sales rep to make a recommendation: “You qualify for our single-cup system; let’s see whether one can be installed in the available space...OK, I’ll leave you this one for a couple of days; play with it.”



Mosely observed that, in this presentation, he has not mentioned price, nor asked for a demo. And, he said, that scenario is just one of many that can be envisioned, along with other questions that might be asked. One would be, “Do you have a ‘green’ program?” he noted, and invited the audience to suggest others.



There were many replies, ranging from whether the location receives regular visitors (like a medical office), presently pays rental on a brewer or a water dispenser, presently pays with a credit card and/or orders online – and, “What do you buy, other than coffee?”



The questionnaire is the key, Mosely summarized. “It’s my garden; it lets me plant the seeds, and control how they grow. It can be updated regularly with ongoing order information, and used as the guide to truly personalized service.”


1.  Who does Mr. Mosely sell to, B2B or retail customers?     How do you know this?




2.  In the second half of the article what “steps” is Mr. Mosely going through? Give me evidence from the article do not just give a one word answer.



3. Go through the steps of the pre-approach and identify how Mr. Mosely addresses each step.

Sales Prospecting and How to Find Gold

Read the article below from About.com and answer the questions as comment posts.

Sales prospecting is a key activity for most sales driven small businesses. Successful business must constantly replenish their customer base. Take the time to revisit your assumptions about sales prospecting...the results will surprise you.

For years, I dreaded the prospecting part of sales. The constant rejection was excruciating until I learned the myths toward sales prospecting.

The 5 Myths of Sales Prospecting
Myth #1: Prospecting is sales.This is the number one mistake made by small business owners and sales reps. Prospecting is a separate function from sales. Just as marketing is distinct from sales but closely linked.
Prospecting is simply discarding all the unqualified leads and retaining the "gold". The job of prospecting is to find qualified leads that may buy your product. Only after this process is complete, should the selling begin.

Myth #2: Prospecting is a numbers game.The old school of prospecting for business relies on contacting large numbers of cold contacts. However, quality supersedes quantity. You must find prospects that have a propensity and possible motive to buy your product or services.
I know of a large financial powerhouse, who provided sales reps with contact lists for mortgage and investments. The only problem was most prospects lived in a low income area and were highly unlikely to buy any financial product.

Myth #3: Scripts are for kids.
Many sales people insist on prospecting without any script. Scripting provides the framework of a successful prospecting campaign. It allows you to test what key benefits and qualifying questions work. The script must be personalized by the individual so the presentation does not sound "canned".

Myth #4: Prospecting takes time.Prospecting takes only a few minutes to determine if the lead wants your benefits and can afford your company's product or service. Don't waste time on people unmotivated or unable to buy. Remember to focus on the "gold".

Myth #5: Close them on the appointment.Far too many sales reps focus on setting the appointment. "Would Friday morning or afternoon, be better for you?" Next week only 20% of appointments show. What went wrong?
Prospects will sometimes find it easier to agree to an appointment rather than saying they are not interested. If a prospect is remotely interested, then offer a much subtler approach...send them an information package. This allows you to build interest and turn the lead from warm to hot.

Sales prospecting done right can have a huge impact on your sales revenue. It doesn't take an armor suit and great courage to deal with the fear of rejection during prospecting. Just keep an open mind to challenge the old school of sales and the myths of prospecting.

1. Explain how prospecting is different from selling.

2. If I asked you to find prospects who might purchase seasons tickets to the Carolina Panthers, tell me two places you might find?

3. The article suggests using a script(prewritten statement) when contacting prospects. Do you think this is a good idea? Why??




4. The article says, "Remember to Focus on Gold", what does that mean?

Feature Benefit Selling!!!!

Read the article below from changingmids.org and answer the questions as comment posts.

One of the basic rules of selling is to sell the benefits that customers will receive from the features of a product rather than just the list of features that a product has.

Selling on features
A common scenario in selling (particularly in retail) is for the sales person to explain the virtues of the product they are selling by demonstrating the assorted features that it has. In a hi-fidelity entertainment system, for example, this may include showing off the graphic equalizer, talking about the power output, detailing the signal-to-noise ratio, etc.

A big problem with this is that the customer might not appreciate what is being said. They might not want a graphic equalizer. They may want a higher power that that on offer. They may be confused by talk of signal-to-noise. And as a result, they politely say 'no thank you' and move on, leaving behind a frustrated salesperson.

Another variant of the features trap is when the customer comes in with a checklist of the features that they want. Anything that does not have all features is immediately rejected, whilst products with extra features are ignored. When they have narrowed down their choices to a set of products that have all the features they want, then they choose solely on price, which again is bad news for the salesperson.

Selling on benefits
Benefits are what the customer gains by using the product. When using a hi-fidelity entertainment system, they get to hear beautiful music, faithfully reproduced in their living room, with sound as real as if they were in a live concert.

Selling on benefits thus sells to what they really want, not what they say they want or what you want to sell. With benefits, you can get them excited and emotionally engaged. With features, you can only get nodding heads and logical agreement.

Features, when discussed can also be talked about in terms of benefits. With a graphic equalizer they can compensate for booming resonances, further refining the sound and improving the experience. With great signal-to-noise, they can turn the sound up and hear a pin drop, not a nasty hiss.

FAB Selling
To feature and benefits the intermediate position of attributes or advantages is sometimes added.
Attributes are intangibles that are associated with the product, not the person (and hence are not yet benefits).
Thus, for a hi-fi amplifier:
A feature is the large volume control.
An attribute is the maximum decibels of volume that can be achieved.
A benefit is that high volume lets you immerse yourself in the music.
Some products have many attributes whilst others have far fewer. One way of identifying attributes is to look on the product specification. Customers often have attributes on their checklist (rather than physical features or benefits).
Attributes are a useful stepping-stone between the physical product and the benefits that the person actually receives and can be used in a sales pitch as such.
In most descriptions that cover features and benefits, but not attributes, the attributes are usually described as features.

1. Give me another example of a feature and benefit of a stereo/enternaiment unit that you could use to sell to customers.

2. Why are benefits so important to customers?

3. If the product you were selling were tickets to a Black Eyed Peas concert what would be an example of a feature and benefit you would use to sell the tickets?

Should the Government Decide your Business??

Many times when you hear people describe how our country's economic system works they use terms like capitalism and free enterprise. These terms evoke thoughts of having the right to own your own business, make a profit from that business, make decision regarding where, when and how that business should operate. We believe it is our right as Americans to have the government stay out of our business. Give me your opinion on the following scenarios:

1. You decided you want to open a pawn shop on the same block as an elementary school. The local town ordinance states that you cannot do this because of the type of merchandise and clientele the shop might draw. Do you think this is right? Should you be able to open this business anywhere you like? Should the government have a say in this?

2. Fred owns a cigarette vending machine company. He wants to place a machine in the local fast food dinner. Fred knows that cigarette companies need to replace 1000 new smokers a day to replace those that die from health complications. Fred also knows that many teenagers from the local high school hang out at the dinner. Fred has offered the owner of the dinner a nice  cash incentive to sweeten the deal if he allows the machine to be placed in the dinner. Since we live in a free market economy should the government be allowed to decide where potentially dangerous business can operate or should it be solely up to the dinner owner? Do you think it will be good for the local economy if the machine is allowed into the dinner?

Supply and Demand in a Tough Economy

Read the article below from USA Today and answer the questions as comment posts

NASHVILLE — If you want to sit in the really good seats for a Keith Urban concert this summer, a pair of tickets will put you about back about $170. But in a nod to the tough economic times, the country superstar has also priced some tickets as low as $20 per seat, so fans won't stay home because they can't afford to go.



"They may be to the side, but they still have a good view of the stage," Urban said recently of the discount tickets. "It's a way for us to allow those people that are a little hard up for cash to come and see the show."

"It's a balance for me," Urban added, "because we want to put on a good show. I'd make every ticket $10, but we'd be up there with a megaphone and a flashlight with some colored paper over it."
The concert industry has been impervious to the recession and high ticket prices over the years. Last year in North America, the average box-office gross was up 18% and the average attendance up 6.3%, according to Billboard magazine.



But with the economic news getting worse by the day, artists and concert promoters are trying to make sure fans come out to the stadiums, arenas and concert halls this year by offering ticket deals and other incentives.
No Doubt is giving away a digital download of their entire catalog in exchange for the purchase of a premium ticket ($42.50 before taxes and fees). Coldplay plans to give concertgoers a free live album, while U2 is pricing at least 10,000 tickets to every show in the $30 range (though the top price will still cost a hefty $250 a ticket). And alt-country star Lucinda Williams, also worried about the economy and miffed about fees tacked on to her concert tickets, is offering a credit on concert merchandise, about $7 on clothing and $5 on CDs, and on merchandise on her online store, lucindawilliams.com. The offer is through July 31 to accommodate people who attended her shows before the announcement.
"I understand that this may only be a small gesture and in no way solves the problem long-term, but I feel that it is important to try and do something to make it a little easier during this time," she said in a statement.
Promoters are also offering deals. The Stagecoach country music festival in Indio, Calif., (Kenny Chesney, Brad Paisley and more) cut the cost of two-day passes to $99 from $167 two years ago. Two other popular summer festivals, Bonnaroo and Coachella, are offering tickets on layaway.
Summer is a busy time for the concert business. Live Nation, the world's largest promoter, estimates that more than 50% of its annual profit comes in the summer months.
But with this year's economic uncertainty, promoters could have a tougher time filling seats.
"In a crowded marketplace in difficult economic times, you want your show or event to stand out as something people recognize as a deal," said Gary Bongiovanni, editor-in-chief of the concert industry publication Pollstar.
Rocker Stevie Nicks, who's currently on a reunion tour with Fleetwood Mac, said times are so bad, the band doesn't know if it can afford to go overseas: "It's so expensive to do that that you put people out of business to go play for them. It's affecting everybody."
Live Nation offers a $10 Tuesday promotion for some shows and is expanding its four-pack plan, where fans can buy four tickets for the price of three. Last year, Live Nation offered the four-pack deal at 66% of concerts in the venues it owns. This year, Live Nation plans to expand it to at least 75%.
"Through this we're saying, 'If you reward us by bringing your friends, we'll reward you by bringing you a cheaper ticket,'" said Jason Garner, Live Nation's CEO for global music.


1. Has/will the tough economic times stopped you from purchasing a $75 concert ticket to a show you really want to see?




2. Do you think artists should reduce the price of their shows when so many people are struggling to pay their bills?






3. Has your family given up seeing a show they really wanted to see because of these tough economic times?






4. Do you think concerts and shows are priced reasonable?

Ketchup and Utility??

Read the article below and answer the questions as blog entries.


PORTLAND, Ore. — For decades there was only one way to use the humble ketchup packet, and it was messy. Now, thanks to a redesign by Heinz, fast-food lovers have a choice: the traditional squeeze play — or the option to dunk.


You want fries with that, in the minivan? No problem.

The redesigned ketchup pack, unveiled Thursday by H.J. Heinz Co., is shaped like a shallow cup. The top can be peeled back for dipping, or the end can be torn off for squeezing. It holds three times as much ketchup as a traditional packet.

"The packet has long been the bane of our consumers," said Dave Ciesinski, vice president of Heinz Ketchup. "The biggest complaint is there is no way to dip and eat it on-the-go."

Heinz struggled for years to develop a container that lets diners dip or squeeze, and to produce it at a cost that is acceptable to its restaurant customers.

Designers found that what worked at a table didn't work where many people use ketchup packets: in the car. So two years ago, Heinz bought the design team a used minivan to give their ideas real road tests.

The team studied what each passenger needed. The driver wanted something could sit on the armrest. Passengers wanted the choice of squeezing or dunking. Moms everywhere wanted a packet that held enough ketchup for the meal and didn't squirt onto clothes so easily.

Heinz is rolling out the new packs this fall at select fast-food restaurants nationwide. It will continue to sell the traditional packets.

The company said it is still working out prices with customers. But the new packet should cost only a little more, even though it holds much more ketchup.

Heinz is by far the biggest ketchup maker. About half of its ketchup is sold in stores and the other half is sold to the food service industry through its exclusive contracts with chains like Burger King and Wendy's.

McDonald's, the nation's largest burger chain, does only limited business with Heinz.

Heinz sells more than 11 billion ketchup packets every year. But neither the ketchup maker nor the major chains would say who plans to carry the new design.

Customers may force the issue.

Rants about the messy packs have helped spawn hundreds of anti-ketchup-packet groups on Facebook.

Matt Kurtz, a 22-year-old student in New York, has drawn 269 members to the group he started after he ripped open a packet too quickly and spilled it on his jeans while on a road trip two years ago.

"That's when I said 'There has to be a better way.'"

At a McDonald's in Covington, Ky., customers said a redesign was overdue.

"You use up a lot of ketchup now with the packets, I always get extra ones," said Skyler McDermott, 29. "Maybe now you won't have to use your teeth to open them."

These issues come as no surprise to Heinz's Ciesinski. "We created the packet in 1968," he said. "Consumer complaints started around 1969


1. This article is an illustration of a company meeting it customer's ________  and __________?







2. Explain two types of utility that Heinz is adding to this product to meet customers needs. Justify your answer.





3. Which of the seven functions of marketing would have been responsible for developing the new package
 
 
 
 
4. What do you think would have been a good way to test the package?

Target Marketing and the Marketing Mix

Click the target marketing picture to the right and watch the video.
Respond with a comment/answers to the questions below:

1. What do you think the presenter means by the term media?

2. Give me an example of when you think you have been target marketed to?

3. If you had a business on Salem St. downtown how would you market to the local citizens of Apex?

Risk in Sports!!!

You are are college junior who is rated as a top ten pro prospect for the NFL draft. You could potentially earn a signing bonus of 4-6 million dollars. Answer the questions below as comment posts.













1. What are some of the risks you have to deal with until you are drafted?



















2. How can you protect yourself from these risks?











3. What could potentially happen if you don't protect yourself?

BONUS: What is the famous company that handles issues like this??

Stadium Merchandise Vendors

Read the questions below.   Use what you have learned about stadium merchandisng to  answer the questions as comments post.

1. Have you ever wondered why the merchandise shops are always at the entrances/exits of a stadium? Explain why this is so important.

2. Why do you think stores put cash registers right near the entrance/exit to their stores?

3. Has a product display ever influenced you to purchase a product? Explain why?

4. What are some issues that a stadium merchandise vendor has to think about as far as how they layout their store for trafic flow? Be detailed.

The Print Advertisement

Click on the add below and read the content. Answer the questions below as comments.











1. Who do you think is the ad's target market? Answer in detail with the three catagories below.







a. Demographics







b. Psychographics







c. Product Behavior











2. What is the headline of this ad?



















3. What is the selling message for this ad?









4. Describe what the illustration is for this ad. Do you think it is effective? Why?











5. Does this ad influence you to buy this product? Explain why whether you answered yes or no.

Effecting Selling.

Coffee Veteran Mosely Explores Effective Selling And Innovation


CHERRY HILL, NJ — “Today, we need to deliver not only a great cup of coffee,” said Jim Mosely, sales manager for Southern Refreshments (Tucker, GA). “We have to provide service beyond the cup, and many different products. We have to raise the bar.”



Speaking at the National Automatic Merchandising Association’s first-ever OCS Summit, Mosely pointed out coffee service started out with a simple plan: drop off a brewer and ship enough coffee and basic supplies (filters, condiments, stir-sticks) to keep the client brewing. Today, however, competitive operators must be prepared to provide total breakroom solutions, and it can be helpful to look imaginatively at ongoing product introductions in order to find attractive additions.



He noted that technology is creating almost unbounded opportunity. For example, it would be perfectly feasible right now to design a “coffee terminal” that would respond to voice commands, and perhaps “read” programmable mugs that store their owners’ preferences in memory. It is useful to imagine things like this, he suggested, so one can respond quickly when something new enters the market.



Mosely showed the audience a novel paper towel dispenser, about the size of a toaster, that loads with recycled-paper wipes feeding out a hold in the front. The number of sheets in a single load is equivalent to five rolls of conventional paper toweling. Operators can sell this, he emphasized. “Green’ is the future.”



The products and services to be sold are done so in the context of the operating company’s vision, the speaker observed, and sales training consists primarily of imparting that vision while sharing proven methods of communicating. This requires the salesperson to understand the prospect’s needs and expectations, and to determine how the company can meet them.



“Use a form that can accommodate all the necessary information,” he recommended. “That includes the name, address and phone number of the company, the county or municipal tax rate, the name and title of the decision-maker and the qualification: the number of people, the hours and days worked, the number of shifts – the night shift will drink more coffee – and the average age of the clientele. It used to be that the ‘older crowd’ drank more coffee; that may be changing now. What is the ratio of male to female patrons? Is it a white-collar or a blue-collar location? Is the coffee free? What’s the ethnic balance? A predominantly Hispanic population will tend to use more sugar; an Asian clientele often prefers tea to coffee. How many breakrooms are there, and what kind of access do employees have? What’s the lunch schedule? This is important for vending, too,” Mosely continued. Asking the right questions at the outset makes it much easier to come up with a program that will please the account.



It’s also very helpful to ask about the prospect’s present service. “Ask, ‘How would you rate it: Average? Fair? Poor?’ Don’t suggest ‘good’ or ‘excellent’ as choices,” the speaker advised. “And ask, ‘If you could wave a magic wand, what would you wish for as the perfect service?’”



The next step is to propose a visit to the breakroom. This, with the information already gathered, will enable the sales rep to make a recommendation: “You qualify for our single-cup system; let’s see whether one can be installed in the available space...OK, I’ll leave you this one for a couple of days; play with it.”



Mosely observed that, in this presentation, he has not mentioned price, nor asked for a demo. And, he said, that scenario is just one of many that can be envisioned, along with other questions that might be asked. One would be, “Do you have a ‘green’ program?” he noted, and invited the audience to suggest others.



There were many replies, ranging from whether the location receives regular visitors (like a medical office), presently pays rental on a brewer or a water dispenser, presently pays with a credit card and/or orders online – and, “What do you buy, other than coffee?”



The questionnaire is the key, Mosely summarized. “It’s my garden; it lets me plant the seeds, and control how they grow. It can be updated regularly with ongoing order information, and used as the guide to truly personalized service.”


1.  Who does Mr. Mosely sell to, B2B or retail customers?     How do you know this?




2.  In the second half of the article what “steps” is Mr. Mosely going through? Give me evidence from the article do not just give a one word answer.



3. Go through the steps of the pre-approach and identify how Mr. Mosely addresses each step.

Do You Have What It Takes to Close the Sale??

Many entrepreneurs have little or no experience in outside sales. Finding new prospects and explaining features and benefits — the stock-in-trade of salesmanship — can be difficult for an entrepreneur who isn’t sales-oriented. But inexperience can be crushing when it comes time to close the sale. After all, even sales pros often have trouble closing the deal.
Although it may be difficult, closing doesn't have to be painful or bewildering. Here are a few basic pointers to help demystify this potentially awkward process:
· Close from the beginning. Don't confuse this idea with the hard sell; the cutthroat approach alienates many potential customers. Instead, explain your agenda. Tell the prospect exactly what you're selling and how it can benefit their business. Being up front about your intentions promotes an honest, mutually respectful, and rewarding discussion — paving the way for a smooth close.
· Learn to recognize when potential customers are ready to buy. A customer might indicate they're ready by asking questions about the product or the buying process: "How long would delivery take?" "What does that button do?" or "Is an upgrade available?" Other signs include complaints about previous vendors and interested comments such as "Really?" or "Good idea."
· Don't respond to questions with merely a yes or no. Answer your prospect's queries with questions of your own. Carefully chosen, these return questions can help lead to a sale. For example, instead of answering the question, "Does this come in black?" with merely an affirmative, you could say, "Would you like it in black?"
· Free trials often lead directly to sales. In sales-speak, this approach is sometimes called the "
Free trials often lead directly to sales. In sales-speak, this approach is sometimes called the "puppy-dog" close, because it's reminiscent of the attachment children develop to a puppy after keeping it overnight. This strategy works well for all sorts of businesses and appears frequently in magazine subscriptions, where you can receive one month for free; Internet services, where there are often free 30-day memberships; and car sales, where potential buyers are offered test drives.
Suggest specific terms. Rather than asking whether your prospect wants to buy, suggest a specific buying scenario and then ask if your customer agrees to it. For example, "We can ship 150 units on Tuesday for $1,000. Do you want us to do that?" addresses three separate questions: the number of units to be shipped, the price of the shipment, and time it will be sent out. If your prospect is uncomfortable with any of the specifics — for example, he wants shipment on Monday — he will say so. You've offered him a chance to let you make decisions about details that otherwise would delay a sale. But be sure you know enough about your customers' needs to make reasonable suggestions. Otherwise you'll sound ignorant and pushy.

1. Why is closing the sale so important? Be detailed!!

2. Explain what kinds of things salespeople have done in the past that helped you make a buying decision.

3. What do you think is the most important thing you can do as a salesperson to inusre you close a sale?? Think it through because I have given you the answer to this in the past.

Whe do Products Fail so Often

In our free marketing economy we have the right to start our own business and make a profit. We also have the right fail and loose money. Sometimes we fail because we don't listen to our customers. It is estimated that up to 80% of new product introductions fail. Read the excerpts below and answer the questions as comment posts.








Product Failure #1 - McDonald's Arch Deluxe In an effort to class up the McDonald's brand, the company created the Arch Deluxe, a product marketed towards adults with more sophisticated palates. Just one problem -- people don't go to McDonald's for sophistication.



1. Explain why you think this new product failed.







2. As a Marketer what would you have done to try and make this a success?











Product Failure #2 - Betamax Video Recorder The Sony Betamax VCR hit stores in 1975. A year later, Sony's rival released another video recorder -- the VHS. By early 1977, four other companies were selling VHS machines. Meanwhile, Sony chose not to license Betamax technology. Because the two formats were incompatible, consumers had to choose between the two.

1. Why do you think this product failed?

2. Sony could have done something very simple to make this new product successful. What do you think that is??

Papa John's Entrepreneurial Spirt

Read the press release below and answer the questions as comment posts.

Super Bowl, Super Offer: Papa John's to Give America Free Pizza If Super Bowl XLV Goes into Overtime


First Super Bowl to be Played Under New Postseason Overtime Rules May Be First to Deliver Free Pizza

Dallas Cowboys Wide Receiver Miles Austin Serves as Spokesperson

LOUISVILLE, Ky.--(BUSINESS WIRE)-- No Super Bowl has ever gone into overtime. And no pizza company has ever called such a bold play: Papa John's, the Official Pizza of the NFL and Super Bowl XLV, announced today that it is offering a free large pizza to everyone in America if Super Bowl XLV, to be played on Feb. 6 in North Texas, goes into overtime.

"The Super Bowl is the largest stage in all of sports, and being the Official Pizza Sponsor of Super Bowl XLV, there's no better event or day to serve as a platform for our largest offer ever," said Andrew Varga, Papa John's chief marketing officer. "We're going to be working overtime Super Bowl Sunday to make sure our customers have a great day with the highest-quality pizza, and we're hoping for an unprecedented overtime so that we can deliver on this offer for America."

To be eligible for a free large, up to three-topping pizza if Super Bowl XLV goes into overtime, all consumers need to do is register for Papa John's online customer loyalty program, Papa Points, at www.papajohns.com any time now until 11:59 pm ET Saturday, Feb. 5, 2011. Then if Super Bowl XLV goes into overtime, the free pizza will be awarded to all Papa Points enrollees Monday, Feb. 7 in the form of 25 Papa Points — the amount of points needed to redeem a large up to three-topping pizza. Consumers can redeem the 25 Papa Points for the free pizza anytime through June 30, 2011.

Overtime has more significance than ever this postseason. Prior to the 2010 season, the NFL adopted a modified sudden death format only for the postseason. Each team now has the opportunity to possess the ball at least once in the extra quarter unless the team that receives the overtime kickoff scores a touchdown on its first possession.

Papa John's fan and Dallas Cowboys wide receiver Miles Austin knows first-hand the excitement of NFL overtime. Austin, who is serving as spokesperson for Papa John's Super Bowl XLV overtime offer, set a Cowboys single-game record of 250 yards receiving in his first NFL start ever in 2009, including a 60-yard touchdown reception in overtime to beat Kansas City.

"As a Dallas Cowboy I know everything is bigger in Texas, and this offer certainly fits that criteria. I'll be leading the cheers for Super Bowl XLV to go in overtime, so I can win a free large, three-topping pizza from Papa John's along with everyone in America," Austin said.

A total of 27 postseason NFL games have gone into overtime, starting with the 1958 NFL Championship. While none of the 10 playoff games this season went into overtime, two post-season games were decided in overtime in 2010, including the NFC Championship when New Orleans defeated Green Bay 31-28 and went on to win Super Bowl XLIV.

Both Green Bay and Pittsburgh have experience in playoff overtimes: Green Bay is 2-3, and Pittsburgh is 2-2 in postseason overtime games.

Papa John's is the only national pizza chain to offer a customer loyalty program. Once registered in Papa Points at www.papajohns.com, customers earn one point for every $5 spent online. When customers accumulate 25 points, they receive a promo code for free pizza with an online purchase from Papa John's. It's that simple.

Papa John's is in the first year of a multi-year sponsorship with the NFL and Papa John's is also the Official Pizza of the Arizona Cardinals, Atlanta Falcons, Baltimore Ravens, Dallas Cowboys, Houston Texans, Indianapolis Colts, Miami Dolphins, New York Giants, New York Jets, Philadelphia Eagles, Seattle Seahawks, St. Louis Rams, Tennessee Titans and Washington Redskins.

Headquartered in Louisville, Kentucky, Papa John's International, Inc. (NASDAQ: PZZA) is the world's third largest pizza company. For 10 of the past 11 years, consumers have rated Papa John's No. 1 in customer satisfaction among all national pizza chains in the American Customer Satisfaction Index (ACSI). Papa John's also was honored by Restaurants & Institutions Magazine (R&I) with the 2009 Gold Award for Consumers' Choice in Chains in the pizza segment. Papa John's is the Official Pizza Sponsor of the National Football League and Super Bowl XLV, XLVI and XLVII. For more information about the company or to order pizza online, visit Papa John's at www.papajohns.com.

© 2011 NFL Properties LLC. Team names/logos/indicia are trademarks of the teams indicated. All other NFL-related trademarks are trademarks of the National Football League.

Miles Austin's participation was scheduled by NFL PLAYERS, the marketing and licensing subsidiary of the NFL Players Association.



Papa John's International, Inc.
Tish Muldoon, 502-261-4987
Senior Director, Public Relations
tish_muldoon@papajohns.com

Source: Papa John's International, Inc.

News Provided by Acquire Media

1. Do you think this is an example of a business/person being Entrepreneurial?  Explain your answer!!!



2. What are the potential risks for Papa John's with this promotion?




3. Is this promotion an example of mass marketing or target marketing?   Explain your answer!!




4. Lastly give your opinion on whether you think this is a good marketing technique or not?

Target Marketing and The Marketing Mix

Click the target marketing picture to the right and watch the video.

Respond with a comment/answers to the questions below:

1. What do you think the presenter means by the term media?

2. Give me an example of when you think you have been target marketed to?

3. If you had a business on Salem St. downtown how would you market to the local citizens of Apex?

Spending and The Super Bowl

Read the press release below and answer the questions below as  comments.

For Immediate Release


Kathy Grannis (202) 783-7971

grannisk@nrf.com


Super Bowl Equals Party Time, According to RAMA Survey

-Spending Expected to Reach $10.1 Billion-
Washington, January 25, 2011 – Football fans have had the date circled for months now, and with Super Bowl Sunday fast approaching, more people than ever will celebrate the big game. According to a new survey by the Retail Advertising and Marketing Association, conducted by BIGresearch, the average consumer is expected to spend $59.33 on game-related merchandise, apparel and snacks, up from $52.63 last year. Total Super Bowl spending is expected to reach $10.1 billion.*



Of the 171 million people who will watch the game, the most in the survey’s history, nearly 34.9 million (15.0%) are planning to throw their own party, up from last year’s 31.6 million, and another 61.2 million (26.3%) plan to attend a party, also up from the 58.8 million who said they would go to a party in 2010.



“Getting friends and family together for a party is a great way to watch the Super Bowl, and with all of the planning and preparation that goes into throwing a good party, retailers have cause for celebration too,” said Mike Gatti, Executive Director, RAMA. “Consumers hoping to wow their friends and family with a new HDTV should act fast as this is one of the most popular times of the year to buy new televisions.”



Further good news for retailers is that of those who plan on watching the game, at least 4.5 million (4.5%) will take advantage of retailers’ promotions and buy a new television, compared to the 3.6 million who said they would last year, and the 2.7 million who said they would in 2009.



Grocery, apparel, electronic, sporting goods and home furnishing stores can expect to see their share of Super Bowl related spending as sports fans head out to buy food and beverages (69.5%), team apparel or accessories (7.3%), decorations (6.0%), and furniture or a new entertainment center (2.0%).





Of the millions of people planning to tune in on February 6, nearly half (47.0%) say the game itself is the most important part. Over one-quarter (25.8%) watch for the commercials, 19.5 percent enjoy getting together with friends, and 7.7 percent say the half time performances are most important.



“With millions of people getting together to watch the game every year, advertisers plan and prepare meticulously for this annual opportunity to reach and engage viewers with bolder and more effective ways,” said Phil Rist, Executive Vice President, Strategic Initiatives, BIGresearch. “With over a quarter of viewers saying the commercials are the most important part, it’s clear the Super Bowl isn’t just about football.”



As for the entire game-watching experience, nearly three-quarters (74.9%) of viewers say they see the commercials as entertainment. Some viewers aren’t as keen though, with 17.0 percent saying advertisers should save their money and pass along savings to shoppers and 9.5 percent saying it makes the game last too long.



The survey found 17.4 percent admit the commercials make them aware of the advertisers’ brand. Another 7.7 percent say the commercials influence them to buy products from advertisers.



The survey also found that young adults are more likely to be influenced by commercials, with 15.4 percent of 18-24 year-old viewers agreeing that the commercials influence them to buy products from the advertisers. Among other age groups, the numbers drop, with 11.0 percent of 25-34 year-olds, 7.3 percent of 35-44 year-olds, 5.7 percent of 45-54 year-olds and a 5.5 percent of 55-64 year-olds saying they are influenced by the ads.

1. What is the total spending expected on the Super Bowl this year?




2. How many people are expected to watch the game?



3. How may people are expected to buy a new television?



4. Over half of the people planning on tuning in say the game itself is the most important part. What percentage watch for the commercials?



5. What group is most likely to be influenced by the commercials?



6. Are you planning on watching the Super Bowl? Do you watch it for the game or the commercials?

Stadium Food Vendors are the Worth the Cost??

Going out to a professional or college sporting event can be very expensive. It is bad enough that we have to pay $50-$150 or more per ticket but then there is the cost of food and drink. Answer the questions below to let me know how you feel about buy food and drink at a sporting or entertainment event.

1. Why are food and beverage products at sporting events so expensive?

2. Why do we spend two, three and sometime four times as much to buy food and drink at a sporting event than a normal restaurant?

3. Do you think these outrages prices are fair?

4. What can you do about them?

Are you Loyal to a Particular Brand??

Does brand reconition matter to you?

Are you loyal to a particular brand?

If you are loyal to a brand tell me what it is about the brand that makes you loyal.

If you are not currently loyal to a brand pick one that you think you could be loyal to and tell me why.