Facilitators Guide Cathy

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Offer a sales discount - can you offer a short-term discount to encourage existing users to buy more or to attract new customers? Once you have them buying, you can then use different approaches to keep them. Promote increased usage by existing users - can you encourage existing users or give them incentives to increase their usage by an advertising or promotional campaign? Increase sales volumes by reducing price - this will work only if customers are price sensitive, otherwise this may not have the desired effect and may send the wrong message. Be sure that your competitors will not respond in kind, so escalating into a price war. Win competitors' business - can you identify a weakness in competitors that will enable you to use your advantage to win new business? Is there a gap in their product/service portfolio? Can you provide a consistently better service for the same or lower price? Convert non-users - can you persuade customers for your other products to adopt the product/service where you are experiencing a shortfall? 'Cross-selling' will need sales calls or some promotional activity. Find new non-users - can you find customers who are not yet using this type of product or service and persuade them to start using it? Launch improved or new products and services - be sure that it is your product or service that is letting you down before you go down this more expensive and time-consuming route. It needs careful planning. Enter new markets - this is usually part of a business' planned growth, rather than a shortterm reaction, so needs careful planning. For further information on selecting and entering new markets, see the Related Items section below for a link to the Factsheet: Entering new markets. Launch new products into new markets - this is usually an option of last resort as you are doing two things at once. The risks and potential costs of this solution are likely to be high. Increasing sales: 69
The need to increase sales is either a reaction to a short-term problem or part of the planned growth of the business. If your sales are under pressure, start by looking at the sources and underlying causes of that pressure, for example where things are going wrong. Once you have identified the causes, you can then take action to increase sales. This will usually involve more or a redirection of existing sales and promotional efforts. There is a range of solutions to help you increase sales, with varying degrees of impact and time taken to deliver a result. It is important to use a solution that is appropriate to the situation the business faces 70
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MODULE 1 SALES AND MARKETING GENERI
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1. COURSE OVERVIEW MODULE 1 SALES A
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MODULE 6 ADMINISTRATION/MANAGEMENT
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Smoke breaks Body breaks Cell phone
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1.2 ICON GLOSSARY Hint Icon Time fr
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3. LESSON PLAN Unit Standard Write/
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Specific Outcomes 3 Resources Forma
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SESSION 1 WRITE/SIGN FOR A SPECIFIE
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2. Reflective Writer gives own op
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Try to address it to a particular p
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End with: Yours faithfully 5.7. Gen
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Other factors which need to be take
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There are many factors which influe
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10.3. Spider diagrams Spider Idea d
Page 29 and 30: SESSION 2 USE LANGUAGE STRUCTURES A
Page 31 and 32: action (something the subject actua
Page 33 and 34: I walked to the stores, but my supe
Page 35 and 36: have a body The body of a paragraph
Page 37 and 38: 1. Drafting is essential This is be
Page 39 and 40: Supervise Promotional Activities Un
Page 41 and 42: Specific Outcomes 2 Resources Forma
Page 43 and 44: SESSION 1. Plan the promotional act
Page 45 and 46: There are different ways to promote
Page 47 and 48: Higher pricing seeks a premium mark
Page 49 and 50: connect these two, how to store goo
Page 51 and 52: SESSION 2. Supervise implementation
Page 53 and 54: Deliverables of promotion items, fo
Page 55 and 56: SESSION 3 Evaluate the outcome of t
Page 57 and 58: 5. Types of Sales Promotions Many t
Page 59 and 60: LESSON PLAN Unit Standard Supervise
Page 61 and 62: SESSION 1. Explain the effect of sa
Page 63 and 64: Income Statements Net income is usu
Page 65 and 66: Other Expenses and Losses Just like
Page 67 and 68: Net Profit Decline can have the fol
Page 69 and 70: SESSION 2. Monitor sales performanc
Page 71 and 72: 1.3 Training and Process for Correc
Page 73 and 74: Efficient sale processing of goods
Page 75 and 76: Individual counselling To improve s
Page 77 and 78: SESSION 3. Propose actions to impro
Page 79: Selling process - if you are gettin
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Facilitators Guide Cathy

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