sales assignment #5

Massasoit Community College Prof. Thomas F. Frizzell,Sr.

A.Create 10 CLOSE scenarios. The set-up will be similar to the one used with your objection analysis. In the right column, imagine the prospect has verbally indicated that they are considering buying your product. In the left column write your response and then place the closing strategy you used in parenthesis. Make sure that you provide enough detail in your response to ensure that the close will actually take place.

1- Summary of Benefits Close

Prospect: We think that this travel package fits our travel agency.

Salesperson: Certainly, with the number f customers in your travel agency office and our expected sales of the plans due to normal turnover, along with our marketing plan, I suggest you buy 30 plans.This will provide you with sufficient quantities to meet customer demand for the upcoming summer, plus provide you with the profit you expect from your products.I can have the order to you early next week.

2- The continuous Yes Close

Salesperson: Mr. Cooper, you have said you like the way we have design the plan for large groups of travelers, right?

Prospect:Yes, that's right.

Salesperson:And you like our fast respond to unexpected trips?

Prospect: Yes, I do.

Salesperson: You also like our payment plan?

Prospect:That's correct.

Salesperson:Mr. Cooper, our quality products, excellent customer service, and credit terms will provide you with an excellent option for your business trips in Manizales.

3- The T-Account or Balance-Sheet Close

Prospect: I really want to make a good decision.

Salesperson: Mr. Sterling, here's a pad of paper and pencil. Bear with me a minute and let's review what we have just talked about.Could you please list the reasons you like our product?

4- The Probability Close 

Prospect: I like your proposal, let me think about it?

Salesperson: Well Mr. Draper, I would like you to take advantage of the discounts we currently have on our plans. Keep on mind that this event will remind until 2 more days.

5- The Standing Room-Only Close

Prospect: I would like to wait until the end of the month

Salesperson:Mr. Cooper, I am not sure If I will  still have the spots to Cartagena by the end of this week. My customers have been booking a lot lately because of summer.

6- The Technology Close

Prospect: It is very interesting.

Salesperson: Mr. Draper, there is more. Take my ipad, I will show you a couple videos of people that voluntarily talk about their experience in our hotels and service, also I have graphics that show how much money they have saved by using our products.

7- The Negotiation Close

Prospect: I like it, the only think I am concern about is the price.

Salesperson: Why don't we compromise Mr. Sterling ? You know I can't give you a discount, but we could arrange a payment plan.How does that sound?

8- The Alternative-Choice Close

Prospect: The travel plans are in very nice places.

Salesperson:Well, Mr. Draper. Where would you like to held your convention Cartagena or Manizales?

9- The Compliment Close

Prospect: This plan is interesting

Salesperson: Mr.Sterling. I think it will save you time, and money,now  that there are many employees traveling back a forward from Colombia to help you to establish a branch of your company.

10- The Impending Close

Prospect: First, I would like to think about the price.

Salesperson: Mr. Cooper. How about if I submit your order the next week that we have a special discount? Would you be happy with this arrangement?

B. Describe the FOLLOW-UP procedure that you would use to try and make sure that the end user would purchase the product again, or recommend it to another potential buyer. This can be accomplished in the form of dialogue or in describing the procedure you would use. Once again, give some serious thought to making sure that the buyer feels that you appreciate their purchase.

Dear Mr. Sterling

Thank you for choosing Decameron Hotels.We appreciate your business.

If you have any questions regarding this reservation, please feel free to contact us. Telephone:English support 1 888 777 5555, Spanish support 1 888 777 4444; Email: customerservice@decameronhotels.com

Also consider this a US$25.00 Decameron Hotels Award Certificate and invitation to indulge: Luxuriate in a rejuvenating spa treatment.Savor and impeccably prepared meal.Kick back with a feature film in the comfort of your room.Enjoy, because you've earned it.

Plan your next getaway now to one of our more than 123 exceptional hotels and resorts in Latin America.We look forward to hosting you again soon.

Sincerly, 


Ingrid Avendano
Decameron Hotels
Account Manager.

Advertising assignment # 12

Find five different examples of consumer sales promotion.

 PREMIUM

 Is the layout effective in gaining your attention? Yes.The layout is well designed.The picture shows the gift and its alternatives. The font and size of the text make the message clear and highlight the reward and its characteristics. Both picture are message are well distributed on the layout.

How does the sales promotion attempt to increase immediate sales? By motivating the consumer to purchase $27 in Clinique products to get a free 7-pc gift.. Also the value of the purchase is very reasonable.

In your opinion was this a successful attempt at sales promotion? It think it was.The value of the purchase was acceptable compare to the gift set.

PREMIUM

Is the layout effective in gaining your attention? Yes it does.  The design is very attractive, although the background illustration is a little bit distracting. The colors and the size of the text center the attention on the brand. The descriptive text of the offer is clear and light-lights the indications to get the offer.The photo of the product is large, and adds more information about the product.

How does the sales promotion attempt to increase immediate sales? By giving a lipstick for any purchase of $25 or more of Pacifica products..

In your opinion was this a successful attempt at sales promotion? It think it was, Pacifica cosmetics are vegan and cruelty free which makes them a little bit expensive. For any customer who is  interested in vegan cosmetics this gift is attractive.Also the value of the purchase is not high.

.

SWEEPSTAKES 

Is the layout effective in gaining your attention? The layout is ok, but does not get my attention. The uppercase text is too much. Uppercase text gives the feeling of screaming. The layout emphasis more on the countdown to the fashion show, than to the product that is going to be given.The photo of the product looks out of context with the whole shiny and sparkly vibe. The size of the picture is not big enough, and it does not show clearly the features of the product. The text on the picture is too small.

How does the sales promotion attempt to increase immediate sales? It invites customers to "play now", but it does not show rules or procedures to enter to the sweepstakes.Motivates to click to get more information.

In your opinion was this a successful attempt at sales promotion? No really, there is not enough information about if a purchase was necessary or not. Maybe many people who could read the little text might have intended to be one of those 100 winners daily.

CONTEST

Is the layout effective in gaining your attention? Yes, it is clear and informative.The text; its font and size, the picture, and color of the background are well adapted.

How does the sales promotion attempt to increase immediate sales? Encourage customers to use Make up Forever in their entries to the contest. Some people might have not used Make Up Forever, but this will motivate them to purchase its products and participate.

In your opinion was this a successful attempt at sales promotion? I think it was. The prize is very attractive for anyone who likes make up.

 REBATE

Is the layout effective in gaining your attention? No really. The design looks overloaded with information. The space given  to the top right picture is unnecessary contrasted to the lack of space of the pictures of the bottom.The text is highlighted and bigger on the top left to alert the customer about the sales promotion, but the rest of the texts are not appealing

.

How does the sales promotion attempt to increase immediate sales? By giving discount to purchases.

In your opinion was this a successful attempt at sales promotion? Maybe. If anyone felt like reading the microscopic text they might had taken advantage of the discount.

B. Provide 3 examples of Trade Sales Promotion. Describe the promotion and the intended audience.

CO-OPERATIVE ADVERTISING

Manufactures pay for all or part of the retailer advertising in which its product is included.

P.O.P

Retailers are encourage by whole seller or manufacturers to display P.O.P (point of purchase ) material to incentive customers to buy products. Whole seller or manufacturers pay a fee or offer a discount on the product to the retailer to obtain the space of the P.O.P

P.O.P

point-of-purchase displays to incentive buyers.

C. Discuss "Push" and "Pull" strategies as they apply to sales promotion. Display an example of each strategy and discuss its effectiveness.

PUSH STRATEGY

Push strategy is when the manufacturer takes or shows the product to the customer to make him aware of its existence. It informs the customers about its brand. Common techniques are used in trade shows, direct selling and point of sale display.

Make up forever is at the IMATS trade show, where many customers go to buy and get to know more brands.

PULL STRATEGY 

A pull strategy is when customers go to stores to find a product that they have seen or heard about. Common tactics as massive advertising, sales promotion, and discounts are use in this strategy.

McDonald's and its annual Shamrock campaign.

D. Find a company that produces "Remembrance" or "Specialty" Advertising. What types of products are the industry standard? 

http://southwickonline.com/products/unique-promotional-items-search-products/

Southwick Special Advertising

Specialty advertising

Standard products.

What products caught your interest and led you to believe that this type of advertising could be effective?

I think the multi tool would be very effective because it might be use many times during the week.Also it can be attached to key chain.

8 function tool 

100% Stainless Steel 

Handy belt item 

Multi tool features: Pliers, wire stripper, wire cutter, knife, file, Phillips and regular screwdriver blades with silver bead chain

http://southwickonline.com/products/unique-promotional-items-search-products/

Sales -- Assignment # 4

 SALES

1 Product Objection // Techniques: Third party, Five Questions Sequence.

Objection:The travel plans that you are offering are what we are looking for, but we are not sure about the destination?

What does concern you about the destination? (Five Questions Sequence)

We don't want any contretemps with our tickets.We are a large group.

We work in partnership with Avianca Airlines and they offer us priority services to our clients. If there is a large group of people we will do our best to make them travel togeher in the same plane. Is not that a great benefit? (Five Questions Sequence)

Yes, but I am not sure.

Could you tell me why? (Five Questions Sequence)

We are looking to go to the Caribean

Well Colombia has beautiful beaches and also an Island, Would you be interest in going ? (Five Questions Sequence)

Yes, but we have heard from other people's experiences in the Caribbean.

We certaninly are not as popular as other destinations, but our clients have had extraordinary moments.Would you like to contact them to know about their experience? (Third Party)

Absolutely

2 Money Objection // Techniques: Postpone

Objection:The price seems high for 4 days vacation.

Before we discuss about prices, let me talk to you about why you will be traveling to Colombia to enjoy our great services and benefits for a reasonable price. (Postpone)

3 Money Objection // Technique: Rephrase as a Question

I like the vacation plan, but I am not sure if I can't afford it.

I really would like you to take advantage of the travel package and its benefits.Would you buy it if we can arrange a payment plan? (Rephrase as a Question)

4 Product Objection // Techniques: Boomerang Method

Objection: I have been in Colombia once, but I did not like it.

Could you tell me why you did not like it?

We had to book our flights separately, and we spent too much money.

I understand, so if I tell you that the price of the package includes the flights and the assistance to book them, will you be interested ? (Boomerang Method) 

5 Product Objection // Techniques: Compensation Method, Third Party Answer

Objection:Your travel package is interesting, but I have heard that travelling to Colombia is not safe.

Well I can understand your concern, Colombia was not a safe country during the 90's as well as part of the 2000's, but it has highly improved thanks to partnership between the United States and the Colombian government. (Compensation Method) To show you how glad our customers were to visit Colombia I have a list of our latest clients. If you want we can call them right now and ask them about their experiences. (Third Party Answer)

6 Need Objection // Techniques: Five Questions Sequence, Boomerang Method

Objection: We don't travel overseas.

So, are you telling me that you have not been outside of the country? (Five Questions Sequence)

Yes, certainly.

Would you mind if I ask you why?(Five Questions Sequence)

Well, we prefer to have vacations here instead of going overseas because of the cost.

Our vacation plans are very affortable and even cheaper that going to some destinations within the United States. We also can arrange a payment plan. In addition to that, is there any other reason for not going ahead? (Five Questions Sequence)

We are a family of 4; my wife and I, and my two kids, and sometimes it is difficult to plan something.

Yes, you are right and that is way we assist our clients with a experienced team that will help them to plan their trip and book the plane tickets. Would not be this the perfect opportunity for you and your family to travel togeher to an fascinating country for a very affortable price? (Boomerang Method) 

Yes, I would be.

7 Source Objection // Techniques: Rephrase as a Question, Compensation Method

Objection: You have an interesting travel package, but we have been working with Aruba Travel for almost 4 years. Why should I change?

I know how safe you feel about a relationship that goes back 4 years. But would be attractive to consider other travel destinations for your employees. Just out of curiosity, could we compare the pros and cons of the two choices?The firs reason against us is that we have not worked with you for the past 4 years.What are some reasons for giving us a chance to prove ourselves?

Well we think that your company would not be capeable of handling all of requests

So are you referring to quality, service, features or the product? (Rephrase as a Question)

Yes, we consider that your company is small and that it won't be able to fully assits us.

You know you are right to be concerd about that, and yes we are a small company, but I'm afraid you are not aware of the fact that as a small company we can offer more personalized services and assitance. On the other hand we offer a wide portafolio of services with the same quality as the ones offered by other competitors but with better prices.(Compensation Method)

8 Stalling objection // Techniques: The indirect Denial Works

Objection: I would like to travel to Colombia, but I plan to wait until summer.

I understand that you want more time to think.You know that this is a terrific opportunity, you like the product, and you know it will save you money if your travel during winter. Right? (The indirect Denial Works)

Yes.

9 No need objection // Techniques: Rephrase as a Question

Objection : I am not interested.

Would not you like to take a vacation? (Rephrase as a Question)

Yes, but I have not time to plan.

Would you like to take a vacation if I tell you that somebody would assist you to plan your trip? (Rephrase as a Question)

10 No need objection // Techniques: Direct Denial

Objection:We are looking for a place different that a beach to spend our vacation.

Many of our customers choose Colombia just because its beaches, but we also have another climates like mountains and rain forest. Would not you like to explore another climates outside of the country without depending of seasonal changes? (Direct Denial)

Assigment #11

 

 

Do you believe the goal of protecting children justifies banning the advertising of legal products or their glorification in movies? Which products specifically?

 

I don't think the advertising of products should be banned if they are legal , I think the content of some products should be regulated for example; Victoria Secret advertising besides crossing the line with objecting women also incentives unhealthy body types that many women; included teenagers, look up to.

 

If protecting children means to hide everything they will find later on; it is pointless. There are more harms in the word they should be aware of. Parents should constantly advise, educate and guide their children to help them overcome situations and dilemmas.

 

 

Should ads in spillover media be censored for sexually explicit content? if so, who should the censors be and what specifically should the prohibit?

 

Yes, sexually content must be removed from any ad that objectifies women as well as any offensive content that comprises religious and race.

Clearly the government has done a poor job, nevertheless the people has the right to demand for changes. Citizens are in need of an neutral entity that evaluates ads before they are publish and advocates for the customers safety.

For those who think this regulation violates their free of speech should analyze what meaning does it have to offend people's sensibility?

 

What alternatives might be available to fight teenage smoking drinking , and sexual promiscuity besides banning advertising for legal adult products?

 

First banning legal products does not make any difference, parenting plays a important role in the development of teenagers and it is nobody obligation but theirs to fix their incompetency. There are better and affective alternatives such as; education and awareness campaigns, this alternatives should not disturb with the marketing strategies of any product . Although government should provide necessary information about the damages of these products, it is not its job to take care of each individual who decides to smoke or drink. Every person in his right mind has the right and the responsibility to confront the consequences of his decisions.

 

http://advertising.about.com/od/advertisingprojects/a/Sex-In-Advertising.htm

 

https://www.oaaa.org/About/OAAACodeofIndustryPrinciples.aspx

 

Assignment #10

It's not Always Nice to Share

• Why was Beacon created? Was it ethical to ask to “opt out” rather than “opt in” to the program?

Beacon was created to improve the ways that people could share information on facebook. The company opted to use Beacon as an “opt out” feature in case there were people that “forgot” to share information.

Despite the intention of help people to improve their online network experience, facebook “forgot” that its users also like to keep some things private. It was not and ethical move from the company, also they did not take action promlty to fix their mistake.

The “Opt in” option is appropriate for an app that truly affect the user's private information. This option also makes the consumers conscious about how much information they are willing to share and how.

• Think of a purchase you have recently made that you would not want shared with your friends. How would you feel about a site that did so without your permission ?

I personally don't share information about myself or about what I do on facebook. My profile is just a bunch of cat's pictures and memes. I use facebook to look what other people are doing. I lost my interest in facebook since they came up with all kinds of features to track what people are do, where and with who, simply because there is (believe it or not) a lot of people that does not like to “share” and because of that Facebook could have done a better job thinking about making beacon of a “opt in” application.

Making public what a person does on the web without his permission is a violation to his privacy.Whoever feels like “sharing” should do it however they want and without the determination of an application.

• Did Facebook's missteps with Beacon amount to a poor business decision, or do you think that it rose to the level of being unethical?

I think Facebook did not care about its users. The company knew about what it was getting into as well as the considered impact that Beacon would make to company's revenue.

As a big company, Facebook counts with a variety of assistance in each of its business, and theywere aware ( as expertises ) of the proportions of introduccion Beacon.

Another sign that Facebook really wanted to keep Beacon alive was the fact that Facebook took very long to fix the problem, perhaps the company was waiting for its users to give up and accept Beacon.

https://www.facebook.com/notes/facebook/thoughts-on-beacon/7584397130v

http://www.nytimes.com/2007/11/30/technology/30face.html?_r=0

Advertising Assignment #9

1. Find an ad that debuted at a Super Bowl. Taking into consideration the amount of money spent, was the ad effective?Link the ad and indicate the year that it first debuted.

SODASTREAM

http://www.thedailybeast.com/articles/2013/02/01/how-sodastream-took-on-the-super-bowl-and-lost-then-won.html

In 2013, Sodastream launched its first ad for the Superbowl. Although the ad was rejected by CBS because its explicit content could have offended Pepsi and Coca Cola, at the end a different version of the ad was aired. Sodastream ad did not full fill the company's expectations, but it was a great introduction for a small company that competes with big soda companies.

In the future Sodastream could gain more consumers who are concern about the 

environmental impact that soda companies have with plastic bottles or consumers who like soda and want an affordable soda maker.

Sodastraem second Superbowl also caused controversy and it was banned because of its content,ironically this "ban"  increased the consumers attention.

2. Find the Coca Cola ad that featured Mean Joe Greene. What made this ad so popular and more importantly how did it change the "face" of television advertising. (I expect to see research/sources to support your answer.)

HEY KID, CATCH THAT !

http://superhypeblog.com/marketing/hey-kid-catch-how-coca-cola-and-mean-joe-greene-launched-a-legend

http://www.coca-colacompany.com/history/commercial-appeal-mean-joe-greene-reflects-on-iconic-coca-cola-ad-that-changed-his-life


This ad is still remembered because of its touching message. Coca Cola made this ad memorable because it changed the perception of a tough man into a reachable by having a special moment with Coca Cola included. The impact of commercial  lay in the fact  that "Mean" Joe Greene was the first black male to appear in a national brand commercial.

Coca Cola had the perfect formula for this ad; a sport figure, a kid, and football, but even though it has been a very popular ad, it did not increase Coca Cola's sales at that time. Also the ad was copy with different athletes in different countries.The message of the ad might have not been as deep, but for sport fans was remarkable the thought of getting closer to their favorite sport figures.

3. Find the "Go Daddy" and "Monster.com" ads that were first introduced during the Super Bowl. Evaluate the content and the effectiveness of each ad. What was the reaction in the press to these ads. (Again, I expect to see the links/resources that support your response.)

GO DADDY

http://advertising.about.com/od/superbowlxxxixcoverage/a/godaddyadv.htm

This expensive debut of Go daddy in the Superbowl manage to attract a lot of attention from the consumers.The campaign did not just comprise in a t.v, it also feature radio ad, print ad and direct mail. There was a lot of criticism from marketing experts about the Go daddy campaign, they said dot coms companies were ready to step into advertising in the level of a Superbowl commercial.

The commercial certainly got the attention it needed to make the money worth. The ad is simple, funny and explains what go daddy is , what is its business about, and the benefits to its customers. Go daddy ad opened a door of possibility toward its future in ad and now it is one of the companies that has the most attractive ads. 

MONSTER.COM

The message of this ad had a tremendous effect in peoples mind because its message touched peoples reality. This made people think about how they wanted to be as grow ups. It contrast the reality with dreams. Touching peoples' feelings is a great way to get people to identify a brand because people care about who is caring about them.

This company also a dot com, had a successful camping with this ad. Monster ad during the Superbowl was successful and awarded many times.

http://www.superbowl-commercials.org/2385.html