Professional Selling of Nike Sports Shoes - Features, Pricing, Objections, and References

This presentation focuses on the professional selling of Nike sports shoes. It covers the unique opening, value proposition, problems identification, features, advantages, and benefits of the product. It also discusses pricing strategies, objections, needs pay off, and aids for selling. The presentation concludes with a list of references for further reading.

PROFESSIONAL
SELLING

UNIQUE OPENING
• NIKE SPORTS SHOES
• EXPERIENCE AND VALUABLE EXPERIENCE TO
CUSTOMERS
• VALUE PROPOSITION

PROBLEMS IDENTIFICATION
• THE DECISIONS OF BUYING AMONG THE DIFFERENT
CUSTOMERS
• THE PORTFOLIO OF THE PRODUCT PROVIDED BY NIKE
• THE SAMPLES OF PRODUCT

FEATURES, ADVANTAGES AND
BENEFITS
• INTEREST OF THE CUSTOMERS IN THE MARKET
• FEATURES OF THE DIFFERENT PRODUCTS
• NIKE SPORTS SHOES
Attribut
es
Importanc
e
Foot Locker Nike
Rating Score Rating Score
Quality 9 3.00 27 4.00 36
Design 8 4.00 32 4.00 32
Price 9 5.00 45 3.00 27
Populari
ty
8 6.00 48 2.00 16
Trusted 9 5.00 45 5.00 45
Authenti 10 4.00 40 4.00 40

PRICING
• COST EFFECTIVENESS
• PREMIUM KIND OF PRICING
• VALUE PRICING
Quality
Design
Price
Popularity
Trusted
Authentic
Total
Rank
0 50 100 150 200 250 300 350 400 450
Multi Attribute Model
Importance Foot Locker Rating Foot Locker Score Nike Rating Nike Score

OBJECTIONS
• STRATEGY RELATED TO POSITIONING
• COST EFFECTIVENESS
• GAINING COMPETITIVE ADVANTAGE

NEEDS PAY OFF
• IMPLICATIONS AND PROBLEMS
• SALES PROCESS IS COMPLICATED
• SHIPMENT OF THE VARIOUS PRODUCTS

PRESENTATION OF THE PRODUCT
• AIDS FOR SELLING
• COMMUNICATION FROM THE CUSTOMERS
• FEATURES AND BENEFITS OF THE PRODUCT

REFERENCES
• ADAMS, F.G., GABLER, C.B. & LANDERS, V.M., 2017, JUNE. GREEN LOGISTICS COMPETENCY: A RESOURCE HIERARCHY VIEW OF
SUPPLY CHAIN SUSTAINABILITY. IN ACADEMY OF MARKETING SCIENCE WORLD MARKETING CONGRESS (PP. 31-40). SPRINGER,
CHAM.
• ARMSTRONG, G., ADAM, S., DENIZE, S. & KOTLER, P., 2014. PRINCIPLES OF MARKETING. PEARSON AUSTRALIA.
• ARMSTRONG, G., KOTLER, P., HARKER, M. & BRENNAN, R., 2015. MARKETING: AN INTRODUCTION. PEARSON EDUCATION.
• BAKER, M.J., 2014. MARKETING STRATEGY & MANAGEMENT. PALGRAVE MACMILLAN.
• BAKER, M.J., 2016. WHAT IS MARKETING?. IN THE MARKETING BOOK(PP. 25-42). ROUTLEDGE.
• GRONROOS, C., 2016. SERVICE MANAGEMENT & MARKETING: MANAGING THE SERVICE PROFIT LOGIC. JOHN WILEY & SONS.
• HOLLIMAN, G. & ROWLEY, J., 2014. BUSINESS TO BUSINESS DIGITAL CONTENT MARKETING: MARKETERS’ PERCEPTIONS OF BEST
PRACTICE. JOURNAL OF RESEARCH IN INTERACTIVE MARKETING, 8(4), PP.269-293.
• HSU, P.H., 2016. THE STUDY OF MULTI-LEVEL MARKETING INDUSTRY’S CHANNEL CONFLICT & MANAGEMENT–A CASE OF COMPANY
M.
• JOHNSON, G., 2016. EXPLORING STRATEGY: TEXT & CASES. PEARSON EDUCATION.