Mastering Professional Selling: Canon Cameras & Customer Engagement

This presentation provides a comprehensive overview of professional selling strategies for Canon cameras, emphasizing unique opening techniques to capture customer attention, the importance of customer experience, and the creation of a compelling value proposition. It identifies common problems in the sales process and suggests solutions through open-ended questions and a well-structured product portfolio. The presentation also details the features, advantages, and benefits of Canon cameras, explores premium and value pricing strategies, and offers methods for overcoming objections related to cost-effectiveness and competitive advantage. Furthermore, it addresses the needs payoff by discussing problems and their implications, streamlining the sales process, and ensuring timely product shipment. The presentation advocates for the use of selling aids to highlight product benefits and features, promoting effective customer communication, and references various academic sources to support its strategies.

PROFESSIONAL SELLING

UNIQUE OPENING
• Canon Cameras
• Customer Experience
• Sympathy and creativeness
• Value proposition

IDENTIFIED PROBLEMS
• Product samples
• Open ended questions
• Product portfolio
• Buying decisions

FEATURES ADVANTAGES AND
BENEFITS
• Canon cameras
• Features of the products
• Interest style

PRICING
• Premium pricing
• Value pricing
• Overcoming the objections
• Cost effectiveness

OBJECTIONS
• Cost effectiveness
• Competitive advantage
• Positioning strategy

NEEDS PAYOFF
• Problems and implications
• Complicated sales process
• Shipment of the products

PRESENTATIONS OF THE PRODUCT
• Selling aids
• Benefits and features of the product
• Customer communication

REFERENCES
• Akpoyomare, O. B., Adeosun, L. P. K., & Ganiyu, R. A. (2013). Approaches for generating and
evaluating product positioning strategy.
International Journal of Business Administration,
4(1), 46.
• Brenner, H., & Dörfler, W. (2017). Marketing und Sales. In
Exportpreise richtig kalkulieren und
erfolgreich verhandeln (pp. 81-82). Springer Gabler, Wiesbaden.
• Chaharsoughi, S. A., & Yasory, T. H. (2012). Effect of sales promotion on consumer behavior based on
culture.
African journal of business management,
6(1), 98-102.
• Evans, K. R., McFarland, R. G., Dietz, B., & Jaramillo, F. (2012). Advancing sales performance research:
A focus on five underresearched topic areas.
Journal of Personal Selling & Sales Management,
32(1),
89-105.
• Fill, C., & Turnbull, S. L. (2016).
Marketing communications: brands, experiences and participation.
Pearson.
• Hinterhuber, A., & Liozu, S. (2012). Is it time to rethink your pricing strategy?.
MIT Sloan Management
Review,
53(4), 69.
• Nagle, T. T., & Müller, G. (2017).
The strategy and tactics of pricing: A guide to growing more
profitably. Routledge.
• Posner, H., Williams, S., & Posner, H. (2015).
Marketing fashion: strategy, branding and promotion.
Laurence King Publishing.
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