Name: Lee Hsing Yong                                               Admin. No. 026336C

  Class:  BMFD0204

Personal Selling Website Address: http://www.geocities.com/p_moments03

1. Sales achieved: estimated $300.00 to $400.00

2. List your client contacts as follows: (please use separate sheet if insufficient space)

3. Briefly describe how you identify your targets and the sales approaches you adopted.

  I started out by listing out all the products that are available for sale. This is done by attending Personal Selling Seminars and checking out products in MSC Outlets from time to time. From there I approached family members, relatives or friends who are likely to be interested in these products. To do that, I matched the products to customers’ style and interests.

Therefore, a lot of probing has been done to know my customers better. For example, in the case of Famous Amos Cookies, I targeted at the younger generation who tend to have sweet tooth for cookies. From these family members and friends, I have also accumulated my own personal network for sales.   Next I approached potential customers and started by explaining to them what is TEP and include that personal selling is part of the objective of TEP. Then I will list down the products that suit their style or interests. I would briefly explain each product to spark off their interest. As customer cannot touch or see the product, they would usually ask a lot of questions. I try my best to answer all my customers’ doubts. To get my customer s interest, I would usually offer extra services. For example, paying for their products first or delivering the products to them.

4. Describe any one sale you closed that you found particularly difficult.

  My friend, Siti Khadijah has always been a fan of cookies and sweets. I felt that she is a highly potential customer for the sales of Famous Amos cookies.

Hence, I informed her that the school would be having a sampling session. But she did not come as she was busy during those days. Furthermore she requested for pictures of each Famous Amos Cookies available. As pictures of the items were only uploaded via the school intranet, I had to get the catalogue from one of the outlets.

When I showed her the catalogue, she was very interested in the packaging and claimed that she will confirm orders with me after speaking with her family members first. The next day she called to order a Famous Amos Cookies set. I thought I have closed the sale until she called the following day saying that she was no longer interested. Disappointed, I tried to persuade and find out the reason why she cancelled her order during the last minute. It was then that I found out she was having financial difficulties. Hence I offered to pay for her first, and she will pay me the full amount once I deliver the cookies to her.

This sale is difficult to close compared to other sales because I had to go through many steps and spent a lot of time to convince her.

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