Introduction to Personal Introduction to Personal SellingSelling

What Must I Know?What Must I Know?

The Product ProfileThe Product Profile

1. 1. Product NameProduct Name Name of the ProductName of the Product Model NumberModel Number Category of the ProductCategory of the Product Example: Sony CRX320AE/UExample: Sony CRX320AE/U CDCD Burner    Burner   

The Product ProfileThe Product Profile

Company/ManufacturerCompany/Manufacturer Who makes the product?Who makes the product? A national brand name company may produce A national brand name company may produce

a product with a different name.a product with a different name.EX: Brinker International owns both Macaroni Grill EX: Brinker International owns both Macaroni Grill & Chili's& Chili's

The Product Profile The Product Profile

3. Features3. Features- Functions of the product; the special things that - Functions of the product; the special things that it does.it does.

4. Benefits4. Benefits- Result of having the feature- Result of having the feature- How do the features of the product benefit the - How do the features of the product benefit the consumer?consumer?

Ex:Ex:Otis Spunkmeyer -- Cookies -- Express

Feature/Benefit AnalysisFeature/Benefit AnalysisProduct: PMA740 by SamsungProduct: PMA740 by Samsung

FeatureFeature1.1. Dual Band/Tri ModeDual Band/Tri Mode2.2. CameraCamera3.3. Slide Show Screen SaverSlide Show Screen Saver4.4. Voice RecognitionVoice Recognition

BenefitBenefit1.1. Up to 3 hours continuous talk Up to 3 hours continuous talk

timetime2.2. Shoot digital pictures with a Shoot digital pictures with a

built-in camera and zoom built-in camera and zoom lenslens

3.3. Create your own slide show Create your own slide show with up to 10 different with up to 10 different picturespictures

4.4. Say the name of any entry in Say the name of any entry in your phone book or the your phone book or the number you want to call and number you want to call and the number is automatically the number is automatically called without using the called without using the keypad.keypad.

The Product ProfileThe Product Profile

5. Materials5. Materials

- What materials make up the product?- What materials make up the product?

Ex: (Plastic, titanium, wood)Ex: (Plastic, titanium, wood)

The Product ProfileThe Product Profile

6. Options offered6. Options offered

- Is the product offered in a variety of - Is the product offered in a variety of colors, sizes, operations?colors, sizes, operations?

- Be sure to name the options to the - Be sure to name the options to the consumerconsumer

The Product ProfileThe Product Profile

7. Technical Information7. Technical Information

- Know technical information such as size, - Know technical information such as size, speed, dimensions, weightspeed, dimensions, weight

- Be able to define technical information- Be able to define technical information

Ex: What is a megahertz?Ex: What is a megahertz?

The Product ProfileThe Product Profile

8.8. History/DesignHistory/Design

- How was the product invented?- How was the product invented?

The Product ProfileThe Product Profile

9.9. Cost/FinancingCost/Financing

- Some products are too expensive to - Some products are too expensive to pay full price at the time of purchase.pay full price at the time of purchase.

- What financing options are available?- What financing options are available?

Ex: Car, House, Major AppliancesEx: Car, House, Major Appliances

The Product ProfileThe Product Profile

10. Availability10. Availability

- Is the product available now?- Is the product available now?

- Does the product need to be ordered?- Does the product need to be ordered?

- How long will it take to arrive?- How long will it take to arrive?

- Where is it delivered?- Where is it delivered?

- Is there a delivery charge?- Is there a delivery charge?