Chapter 15: Closing the Sale

closing the sale obtaining an agreement to buy from the customer buying signals things customers do or say to indicate a readiness to buy trial close an initial effort to close a sale which close encourages a customer to make a decision between two items standing-room-only close used when product Read more…

Sales – Effects of a Contract of Sale

Contract of Sales – Two Main Effects 1. Transfer of Ownership of the thing sold from seller to buyer 2. Transfer of Risk of loss of the thing from seller to buyer Sellers Obligations (3) i. *Delivery* ii. *Warranty Against Eviction.* iii. *Warranty Against Redhibitory Defects.* Buyer’s Obligation (2) i. Read more…

6.01 Understand sales and consumer law

Auction Buyer bids on item Barter exchange of goods. Bulk Transfer All or a major part of a business is sold. Cash and Carry Sales Pay cash and take immediate delivery COD Sales Collect on delivery Delivery Buyer possesses or has control of the item Existing Goods Goods that physically Read more…

Sales and Operations Planning

on the supply side of the business, aggregate planning is done by: product families long-range planning activities are: 1. designing the logistics activities that deliver products to the customer. 2. designing the manufacturing and service processes that produce the products of the firm. subcontracting production is similar to a ______ Read more…

Ch 14 sales and operations planning

Sales and operations planning (S&OP) A process for coordinating supply and demand. Aggregate refers to? Sales and operations planning for product lines or families. For services, capacity is often limited by? Space Ex: hotel room, Seats on an airplane. What are the two objectives to sales and operations planning? 1. Read more…

Chapter 10 Sales

Review of the Sales Cycle Prospecting Preapproach Approach Needs Discovery Presentation Handling Objections Closing the Sale Customer Service After the Sale Needs Discovery (Identifying Needs) Selecting possible solution(s) Asking Questions Listening Probing Need discovery is more important than any other step in the sales cycle Plan your questions in sequence Read more…

Sales Management Quiz 1

Customer Centric placing the customer first in everything inside and outside the firm. Customer Orientation is done by having a customer centric firm. Involves three things (1) Understanding your customer requirements (2) Getting knowledge from the marketplace and disseminating to employees within the firm (3) Align system capabilities internally so Read more…

Sales & Operations Planning

A process to develop tactical plans by integrating marketing plans for new and existing products with the management of the supply chain; brings together all the plans for the business into one set of integrated plans. Sales & Operations Planning Sales and operations planning is a _____________ plan, residing between Read more…

Chapter 1 Sales

professional selling direct to consumer -business to business -trade selling (selling to retailers) or can be called business to business selling =this is “where the money is at” Transactional selling -Retail -Inside sales (order taking) (this is where you get your “feet wet” or trial period) -Some non-human Sales Profession Read more…

Sport Sales Chapter 4

Upselling getting clients to buy better packages or more of them. This makes them more satisfied and thus more possible to provide you with referrals Sales Culture defined as the physical, emotional, and developmental environment where the act of selling takes place Pentagon of Sport Sales Training Developed at the Read more…

formulas chapter 1-9

Profit Revenue − Expenses Ideal Expense Revenue − Desired Profit Percent Part ——– Whole Expense % Expense ———— Revenue Profit % Profit ———– Revenue % of budget Actual ———- Budget Average Sales per Guest or Check Average Total Sales ———————— # of Guests Served Two-Day Average Sales per Guest Day Read more…

Sales Potential/Forecast

market potential o Total expected sales of a given product or service for the entire industry in a specific market over a stated period of time elements of market potential • Item being marked • Sales for the entire industry • A specific time period • A specific market delineated Read more…

CHAPTER 1: INTRODUCTION TO HOSPITALITY MARKETING AND SALES

Changes Since the Mid-1950s Affecting the U.S. Hospitality Industry Population growth; Longer life span; Improved incomes; Increased leisure time; Expanded highway system; Development of suburbs; Increased air travel; Convention center expansion Sales Field work and desk work to sell to consumers; Short-term considerations, such as today’s products, markets, consumers, and Read more…

Accounting

Credit Memorandum A form prepared by the vendor showing the amount deducted for returns and allowances Terminal Summary The report that summarizes the cash and credit card sales of a point-of-sale terminal Credit Card Sale A sale which a credit card is used for the total amount of the sale Read more…

Chapter 12 – Preparing for the Sale

Business-to-Business Selling May take place in a manufacturer’s or wholesaler’s showroom (inside sales) or a customer’s place of business (outside sales). Personal Selling Any form of direct contact between a salesperson and a customer. Retail Selling Is unique because customers come to the store. Telemarketing The process of selling over Read more…