FOSC112 Flashcards
Class stuff i need to knwo yay
What is a sales rep’s job?
to identify a consumer need and then fitting them to the product in need
Identifying targets requires 3 things:
- Will be prepared to buy your product
- Are in a position to buy it
- Are able to benefit from it
Planning the approach requires you to find out about:
- The person
- the specific personal decision environment
- The specific business environment
- The best time to approach
Approach and contact is the most risky why?
If rapport is built correctly then the approach and establishment will be successful. However, if not, then it will be very difficult to connect with the consumer
What is the purpose of analysis of needs?
the sales rep learns how to present their product in terms of the consumer’s needs and value to them
Presenting solutions :
Is the point at which a sales rep commits themselves to attempting sale by presenting the capabilities of a selected product to the proposed solution
Closing the sale:
Summary
Alternative
Assumption
Special
- Summarise what was talked about.
- Offer them an alternative between 2 options (not no)
- Continue as if they have already agreed to buy it
- Make it sound special, play their greed, make them have to have it
What is the purpose of PLANNING a marketing plan?
Plans are formulated to achieve a specific identified objective from a specific identified situation
What is the purpose of EXECUTING a market plan?
Activities in accordance with the plan are undertaken in order to achieve the objective
What is the purpose of CONTROLLING a marketing plan?
Progress towards the objective is checked, and differences between the planned situation and the situation, in reality, are identified
What is the purpose of REVISING a marketing plan?
The management process is circular, and feedback form ‘control’ into planning is essential. It is due to failures here that most plans fail to deliver value
Why is the layout of supermarkets so carefully planned?
The placement of high-value categories first allows for consumers to spend large amounts of money before going to the lower-value categories
What does foodservice offer to the food industry?
Foodservice adds a large amount of value by adding layers to the offer. Foodservice brings in a large amount of demographics as placing food online, ready to order means that companies are constantly getting customers
How are foodservice markets structured?
Core offering: What the consumer consumes (Ingredients)
Service enhancement: relates to the presentation and development of the core offering (Pizza)
Other enhancements: opportunity, Entertainment social outcomes (Restaurant)
International markets: Jurisdictions
May be used to promote international food trade for many reasons:
To secure food supply for STRATEGIC reasons
To secure food for ECONOMIC reasons
To secure food for SOCIAL reasons
Non-food political reasons
Non-food economical reasons
