N5 Sales Management


Activity 1


Research the sales philosophy of the following companies: Coronation, Tsogo Sun, Nike, Samsung, Adidas, Nokia, Kit Kat, Levi’s.


To view the 40+ best advertising slogans of modern worldwide brands, visit: http://www.advergize.com/advertising/40-best-advertising-slogans-modern-brands/


2.1.5 Price policy


A salesperson must know: • The prices of the various products • What discounts he is allowed to give (for example, up to 10% discount) • Why it is more expensive/less expensive than the competitors’ products • When price increases are due.


The price of a product can also be used as a competitive advantage (paying for value). For example, sometimes it is better to pay more for a product if you know it will last longer.


Activity 2: Class discussion


Share examples of where you have bought products because of the value for money you have received, whether it was an expensive or inexpensive product.


2.1.6 Financial and credit policy


The salesperson must know: • The banking details of his business • Methods of payment allowed (EFT, credit, cash) • The application process for credit • The terms and conditions for credit applications (straight, budget, period) • Credit record agencies, for example, the Information Trust Corporation.


2.1.7 Promotion and advertising


The salesperson must have knowledge of: • Which media his business uses to advertise products (newspapers, magazines, television etc.) • How to setup an exhibition stand/display • How to demonstrate a product • Which promotional material is available to use such as product samples, coupons • Know what competitions are currently running on his products • Know how to use publicity • Visit customers at the right time when promotional campaigns are running.


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