Create a Sales Manual-- Help!

[boxingrrl 0]

So, for a marketing class, I'm to create a sales manual for "an actual shopping good that requires the assistance of a salesperson"....

not much direction beyond that. Did some google searches and found mostly books on how to be great in sales.

Would love any suggestions, or examples anyone might have... or, if you have something you use at work to train staff-- that would be awesome.

Blue skies! (and please let summer classes be over soon)

Robin

**edited cuz I spell like a skydiver

[yardhippie 0]

Think about it like this.
Any product that needs a sales manual has two main selling concepts:
Features (and benefits)
Specifications

Outline your item's features and determine the benefit to the customer.
Create a spec sheet that allows comparison to the competitive products.
You can even add a competitive comparison section.

Good luck! Its not that hard though. Even I can do it!

Goddam dirty hippies piss me off! ~GFD
"What do I get for closing your rig?" ~ me
"Anything you want." ~ female skydiver
Mohoso Rodriguez #865

[SuFantasma 0]

Send me a PM ... I have a few phone services sales manuals I can email you (very recent too)... FOR EDUCATIONAL PURPOSES ONLY !

Y yo, pa' vivir con miedo, prefiero morir sonriendo, con el recuerdo vivo".
- Ruben Blades, "Adan Garcia"

[skymama 35]

Quote

Think about it like this.
Any product that needs a sales manual has two main selling concepts:
Features (and benefits)
Specifications

You're so hot when you're all smart-like.

To the OP- Hippie is right. As an example, back in the day, I used to sell Tupperware. (I ended up earning a van, so don't make fun of me. ) It was all about specs, features and benefits because we had to get the people to look beyond the item just being a plastic bowl. It works!

She is Da Man, and you better not mess with Da Man,
because she will lay some keepdown on you faster than, well, really fast. ~Billvon

[SuFantasma 0]

Oh Come on Skymama... old school....

It's all about getting your feelings in touch with the product's potential to make your life better.....

You know, like skydiving !

Y yo, pa' vivir con miedo, prefiero morir sonriendo, con el recuerdo vivo".
- Ruben Blades, "Adan Garcia"

[skymama 35]

Feelings are for sissies. Cut to the bottom line already!

She is Da Man, and you better not mess with Da Man,
because she will lay some keepdown on you faster than, well, really fast. ~Billvon

[boxingrrl 0]

Thank you! What you've said at least tells me I'm on the right track.

The assignment was quite vague, with the only direction what I've already posted, plus "may be used as a reference or training document"

So far, I have:
1. Product background/history
2. Features
3. Benefits
4. How to give the sales presentation
5-- I've started on overcoming objections-- but I'm not much of a salesgirl, so it's slow going...

Anything else that you think I've overlooked?

[SuFantasma 0]

Skymama:

Haven't you seen Adam Curtis' "The Century of Self"... It's an eye popper on sales, mass marketing and psychological adhesives ....

Y yo, pa' vivir con miedo, prefiero morir sonriendo, con el recuerdo vivo".
- Ruben Blades, "Adan Garcia"

[SuFantasma 0]

Quote

Thank you! What you've said at least tells me I'm on the right track.

The assignment was quite vague, with the only direction what I've already posted, plus "may be used as a reference or training document"

So far, I have:
1. Product background/history
2. Features
3. Benefits
4. How to give the sales presentation
5-- I've started on overcoming objections-- but I'm not much of a salesgirl, so it's slow going...

Anything else that you think I've overlooked?

Close.... I would suggest a re-prioritazion:

1. Customer's needs/wants
2. Translating the needs/wants into commonalities
3. Agreeing that such commonalities are beneficial to the customer
4. Re-iterating the value of acquiring the commonalities
5. Creating an image of what the commonalities will do for the customer
6. Agreeing that the commonalities are within reach of the customer
7. Asking the customer if they would like to acquire the commonalities
8. Have the customer ask you to acquire the commonalities

Common thread: Smile, Nod and ask questions

Y yo, pa' vivir con miedo, prefiero morir sonriendo, con el recuerdo vivo".
- Ruben Blades, "Adan Garcia"

[boxingrrl 0]

Aaah... thank you!

Sales is just not my thing; Pushing people out of airplanes is my thing

I can smile, nod and ask questions, though. Maybe I am a salesgirl?!?!?!?

Thanks again for the help, everyone. Just having some input made it that much easier to get crackin' on the project.