Small Business Management

Business

Quiz 9 :

Promoting and Distributing

Quiz 9 :

Promoting and Distributing

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Describe the eight steps in the creative selling process.
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Creative Selling Process refers to the innovative tactics and strategies applied by the entrepreneurs to speed up the rate of business growth. To customize normal sales process to make the firm stands unique is the part of creative selling process. It includes everything which is done out of the way to achieve the desired business targets.
The eight steps that are involved in the creative selling process are as follows:
Preparation : The salesperson should know about the company's policies, rules, regulations and overall operations. They should be prepared to answer all the queries which can be put forward by customers.
Prospecting : The information regarding new products and services are provided to the new and regular customers in prospecting. It is related to taking initiative and attracting customers towards new products.
Making initial contact : This step refers to attend customers and serve them to make them feel comfortable. The customers do not like to wait and remain unattended for a long time. The salesperson should politely offer them help if they need.
Presentation : All the benefits of the products should be informed to the customers to make them realize that the products are best in their segment. Presenting shows the exact skills of the salesperson in convincing the customers to buy the products.
Handling Objections : Customers objections should be resolved in an unquestioning and a polite manner. The salesperson should not get frustrated and should not forget the fact that customer is the king/queen in all situations.
Closing : This step is to be initiated by the salesperson when the customers show that they are convinced to buy the products. Closing the deal mean to take the customers to the final mode of purchasing the products.
Suggestion : A good salesperson suggests the right thing to the customers by analyzing what the customers are searching for. For instance, matching accessories can be offered to the customers if they buy clothing of their choice.
Sales follow-up : Just like pre-sales facilities are provided to someone, sales follow-up should be taken as soon as the customers purchase the product. They should be provided post-sales services also if they need the same.
It can be concluded that collaborative approach of all the above steps makes the sales process creative. The sales person should always try to use the concept of personal touch to make the customers feel special. This process helps in establishing a strong bonding between the salesperson and the customer.

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Should Feeling Special Fashions advertise Discuss the advantages and disadvantages.
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The case shows the genuine approach of a daughter who finds her father dressed in a drab manner. She immediately feels the need of exclusive clothing for senior citizens and steps into the business. She seems very particular about her customers and delivers her products directly to them.
Store H should advertise if the owner of the store Person K wishes to expand the same. She has contacts of more than 50 nursing homes and retirement community centers. She has clear market segmentation. In place of advertising she can approach directly to more nursing homes and community centers. Since her product is clothing which is the basic need, her direct approaches will increase her sales.
Advertising has both advantages and disadvantages:
Advantages:
• The products of store H will be visible to more people which will increase its market for sales.
• More centers and nursing homes will approach the store for the products offered by the store.
• Many retailers will love to be intermediary and they offer the owner of the store good returns.
Disadvantages:
• It will be an additional cost to her which may exceed the budget of the store.
• The target market for the store products is fixed. Advertisement will lead the product information to the people of all demographics and for them the store's product is of no use.
• The owner of the store will not be able to serve her customers personally if the business gets expansion.
It can be said that the owner of the store should decide her priorities before opting for the advertisement promotion. If she is happy and satisfied with her current strategies, she should not opt for advertising. She should definitely opt for the same if she wants to expand her business.

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What are some reasons for importing (b) What are some problems
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Importing goods from other places is an economic activity which contributes to that country, s growth. There are several angle of view in this regard. To encourage the small businesses and entrepreneurship imports are generally discouraged. But there are some products on which production costs are too high due to one or more production reasons, on which imports are encouraged. Besides, sometimes technological expertise is also not available in the country and on those cases that country imports the products from other places. Thirdly, there are several exchange policies executed between the neighboring countries to strengthen the relationships, in those cases they do follow the imports and exports policies for mutual benefits.
Importing and exporting of goods are purely related to the other country or places from where the goods will come and go. Thus rules and regulations of that land implied to this business. If the process is for beyond country level then entrepreneurs needs to be cautioned on several points before operating the procedures. They should check the factors like cross border rules and regulations to ensure the smooth rolling of products, tax system by the government and others. If the product is technical in nature, then sometimes getting technical experts may be a challenge for the importing country. Importing and not encouraged in economic views because it hampers several other factors in broader sense like employments, use of country resources and the process does not contributes to the country's gross domestic products. Thus small businesses and entrepreneurship may also get the negative information's regarding government policies.

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Describe the three traditional channels of distribution for industrial goods
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Do you believe international marketing is as important as stated Explain.
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What-if anything-would you have done differently
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Name two types of independent agents. What are the advantages and disadvantages of using them
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How would you rate Hammet's selling strategy Recommend ways she could increase sales.
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Describe the traditional channels of distribution for consumer goods.
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What factors should be considered in choosing a channel of distribution
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Describe some of the risks and problems involved in exporting.
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What type of distribution channels does Feeling Special Fashions use
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What went wrong Explain.
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List the opportunities available in exporting.
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What basic decisions should be made about an advertising program
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Should Sarah Hammet consider selling through intermediaries, such as retailers Discuss the advantages and disadvantages.
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Describe some opportunities and problems in catering to ethnic differences.
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Evaluate the procedure followed by Otto Clark in his effort to enter global operations.
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How do you rate Hammet's chances for success Why
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