SALES

Main Features of SELLING in Selling vs Marketing

Emphasis is on the product

2 Company Manufactures the product first

3 Management is sales volume oriented

4 Planning is short-run-oriented in terms of today’s products and markets

5 Stresses needs of seller

6 Views business as a good producing process

7 Emphasis on staying with existing technology and reducing costs

8 Different departments work as in a highly separate water tight compartments

9 Cost determines Price

10 Selling views customer as a last link in business

Main features of MARKETING in Selling vs Marketing

Emphasis on consumer needs wants

2 Company first determines customers needs and wants and then decides out how to deliver a product to   satisfy these wants

3 Management is profit oriented

4 Planning is long-run-oriented in today’s products and terms of new products, tomorrow’s markets and   future growth

5 Stresses needs and wants of buyers

6 Views business as consumer producing process sat¬isfying process

7 Emphasis on innovation on every existing technol¬ogy and reducing every sphere, on providing better   costs value to the customer by adopting a superior technology

8 All departments of the business integrated manner, the sole purpose being generation of consumer    satisfaction

9. Consumer determine price, price determines cost

10. Marketing views the customer last link in business as the very purpose of the business

Direct sales, involving person to person contact

Channel sales, an indirect sales model, which differs from direct sales. Channel selling is a way for ("B2B") sellers to reach the ("B2B") and ("B2C") markets through distributors, re-sellers or value added re-sellers VARS.

Pro forma sales

Agency-based

Sales agents (for example in real estate or in manufacturing)

Sales outsourcing through direct branded representation

Transaction sales

Consultative sales

Complex sales

Consignment

Telemarketing or telesales

Retail or consumer

Traveling salesman

Door-to-door methods

hawking

Request for proposal – An invitation for suppliers, through a bidding process, to submit a proposal on a specific product or service. An RFP usually represents part of a complex sales process, also known as "enterprise sales".

Business-to-business – Business-to-business ("B2B") sales are likely to be larger in terms of volume, economic value and complexity than business-to-consumer ("B2C") sales. Because of this complexity, there is a need to manage the relationships between the buying and selling organisations,

Electronic

Web – Business-to-business ("B2B") and business-to-consumer ("B2C")

Electronic Data Interchange (EDI) – A set of standard for structuring information to be electronically exchanged between and within businesses

Indirect, human-mediated but with indirect contact

Mail-order

vending machine

Sales Techniques:

Selling technique

Consultative selling

Sales enablement

Solution selling

Conceptual selling

Strategic selling

Transactional selling

Sales Negotiation

Reverse Selling

Upselling

Cross-selling

Paint-the-Picture

take away

Sales Habits

Relationship Selling

Sales outsourcing

Cold calling

Guaranteed sale

Needs-based selling

Professional Selling Skills

Persuasive selling

Hard Selling

Price based selling

Target account selling

Sandler Selling System

Challenger Sales

Action Selling

Auctions

Social Selling

Personal selling

Restaurant Sales Techniques

Upselling

Upselling is making simple and appropriate suggestions to customers that enhance their meals and increase the guest check. A well-trained waiter who knows his menu items and prices can increase a guest check by several dollars while improving the overall dining experience. For instance, if a guest orders a burger that's priced at $6.50 and additional toppings are $1.50 each, a server may suggest, "Would you like to try the super deluxe? It has imported cheese, bacon, avocado, mushrooms and sun-dried tomatoes." If the guest agrees, that burger is then worth $14. If your patron asks for a cola, offer him a large. If the Mrs. wants a Chardonnay, suggest a more expensive label or a bottle instead of a glass.

Down-Selling

Even though the goal of a restaurant is to maximize sales and profits, sometimes the best way to make the sale is to down-sell it. This basically means to offer the patron a more economical alternative. This technique is typically used when a consumer is reluctant to order premium menu items. For instance, say that a guest is reluctant to order a $25 filet mignon entree and is looking at an $8 chicken dish as an alternative. A server may suggest, "The Porterhouse steak is just as good as the filet, but it's only $17 and comes with ...."

Promotional Specials

One of the most effective forms of restaurant marketing is the promotional special. Labeling anything coveted by customers with the phrase "limited time only" is a good way to fill your dining room. Whether it's a temporary price reduction or a seasonal menu item, if customers think it won't be available long, they take advantage while they can. You can use this to your advantage by limiting your promotions to hours of business that need improvement. For instance, if your most popular item is barbecued ribs and Thursday nights are slow, have a rib special every Thursday. If your restaurant has a slow period between lunch and dinner, an "early bird" menu that's only available between 2 p.m. and 4 p.m. helps fill those empty seats.

Incentives

Making people feel special and appreciated is also a good way to gain repeat business. Top that with a freebie and you've got a winning combination. Offering preferred customer cards and promotions helps drive sales. You might distribute punch cards to frequent customers that allow them a free meal or dessert after a designated number of visits. Provide a preferred-customer discount to populate the tables during slow business hours. Having a "birthday club" can really rev up your sales. People seldom celebrate birthdays alone, and one free meal to the guest of honor is certainly worth it if they bring a party of six along.

Internet Media Marketing

The Internet is an ideal source of free advertising. Taking advantage of this technology can expose you to thousands of potential new customers. A common trick of the trade is to ask customers to fill out a short form with the guest check that gives them a chance to win a free meal or some other incentive. Request their full name and email address. Once you have gained this information, you can keep customers posted of new promotions, specials, menu updates and all other marketing endeavors via email. Creating restaurant profiles on social-networking sites is ideal for this type of marketing.