Warm up

What is a product benefit that a salesperson might point out to a customer who wants to

buy a computer?

a) Monitor has a nonglare screen

b) Pre-installed software saves money

c) Print capability options

d) Models are available in many colors

Review

• What is the difference between a feature & a benefit?– A feature is what the product is– Fact based statements about the product

– A benefit is what turns the feature into an advantage or reason to buy for the customer

• What makes selling personalized– Able to connect that customers needs to the feature

Grades

• Color of Psychology assignment needs to be turned in today– Google Classroom– If you don’t have a flash drive to back up your work

this is a problem

• Blank spots will become zeros October 30.

• You should have your pre-test score on your sheet & color of psychology mini-grading sheet

Feature – Benefit Chart

Salespeople will create a

feature-benefit chart to prepare for sales

approach

Used as a reference guide to help them

better explain a product

Scrub Daddy• Shark Tank Review

– https://www.youtube.com/watch?v=REyey28CvZw

Feature Benefit

Scrub Daddy• Shark Tank Review

– https://www.youtube.com/watch?v=REyey28CvZw

Feature Benefit

Changes texture by water temperature.

Hot Water =‘s Soft Texture

Cold Water =‘s Hard Texture

Renewable / Reusable

No Chemicals needed to clean

No Scratch on surfaces

Cleans multiple sides of silverware & glasses at the same time

Scrub Daddy• Shark Tank Review

– https://www.youtube.com/watch?v=REyey28CvZw

Feature Benefit

Changes texture by water temperature. Adaptable so that you have to buy less sponges.

Hot Water =‘s Soft Texture Useful on “sensitive” surfaces like stovetops and appliances

Cold Water =‘s Hard Texture Useful on pots and pans

Renewable / Reusable Saves you money

No Chemicals needed to clean Protects your items

No Scratch on surfaces Doesn’t ruin your furniture, appliances, counters, etc…

Cleans multiple sides of silverware & glasses at the same time

Saves you time & allows you to clean more thoroughly

Assignment

• Log into Google Classroom

• Create a Feature-Benefit Chart based off the template provided– Title Slide: Name, #, Class– Picture of Product you are detailing– 3 Features & 3 Corresponding Benefits– Buying Motive & Decision-Making (optional)

Infomercials

Marketing

Warm-up

How does a feature-benefit chart help a salesperson?

a) Evaluates customer reaction to the presentation

b) Explains the business’s compensation rate to the salesperson

c) Determines which features & benefits appeal to each

customer

d) Provides a quick reference to the salesperson about the

product

Sales Pitch

• Finish Sales Pitches to the class– Short– Entertaining– Have a slogan– 3 Features & corresponding benefits– Finish strong

• “Buy yours today”• Visit www.dolls4u.com for more details

Infomercial

• What is an infomercial? Info: Information / to inform

-Mercial: Commercial / E-commerce

• An infomercial is designed to– Inform– Make a Request– Persuade

Infomercial

• How is a commercial different than an Infomercial?– Infomercials are longer

– Often a host is used

– A phone number & payment details are provided

Persuasive Language

• In order to be effective your infomercial must use persuasion to attract customers– Influence, Manipulate, Change someone’s mind

• How do you persuade someone?– Speak with conviction– Put people in the mood to listen/spend– Disguise how easy it is to do something– Use “If….Then” statements

• If you spend money then a positive change will occur

Infomercial

Vocabulary If you use a word that someone may not understand…use a visual to help

Sentence Structure Short sentences, sounds more like talking than formal writing

Rate of Speech Fast

Tone Expert, pushy, excited

Repetition Recap phone number and package details often

Hook Improved appearance, improved self-confidence…emphasis on benefits not features

Infomercials

• Basic Structure of an Infomercial:– Beginning: Often starts with question

• Are you tired of baggy eyes and sleepless nights?

– Middle: Often includes research stats, video proof

– End: Usually has testimonials and payment details• Use an average person to add credibility

• Deceptive pricing is used to make the product seem easier to buy

– “In just 4 easy payments of $19.99 this incredible product can be yours!”

Assignment• You have 7 questions on your sheet• Choose 1 infomercial to breakdown.• Answer each question on a separate sheet of paper as you

view examples in class.• The product name• What is the product’s intended purpose or what need does it serve• An advertising slogan or phrase used to market the product (if applicable)• The price• The key selling features or attributes of the product (e.g. works underwater).

– Create a feature-benefit chart based using at list 3 features and corresponding benefits.

• Any references to “Wait There’s More…” What is the specific incentive they are offering?• Contact Information to obtain product

– 800 Number, website, or address

Infomercial ExamplesProduct URLEasy Feet https://www.youtube.com/watch?v=_KFl2g5DOUk

Tiddy Bear https://www.youtube.com/watch?v=gw1g2yKxb0I

Potty Putter https://www.youtube.com/watch?v=Cp5FAbJvUEY

Uro Club https://www.youtube.com/watch?v=1ZRlBU4Agv8

The Pocket Chair https://www.youtube.com/watch?v=wu37pXqrZQc

Egg Wave https://www.youtube.com/watch?v=6IoWmUx-muM

Smart Mop https://www.youtube.com/watch?v=Rr6qaG8RlUk

Handy Peel https://www.youtube.com/watch?v=b4xw8dJkicI

Chatty Patty https://www.youtube.com/watch?v=eqQjO5WC9-U

TV Hat https://www.youtube.com/watch?v=9SJsk1L2RUg

Wearable Towel https://www.youtube.com/watch?v=bceaRbrg220

Shake Weight https://www.youtube.com/watch?v=5cYPEkpwi-0

Snuggie https://www.youtube.com/watch?v=0Ym65h1bmJ0

Flowbee Hair https://www.youtube.com/watch?v=IEfA6hhhK90

GLH-9 https://www.youtube.com/watch?v=2GeF7A05zQ8

Sham wow https://www.youtube.com/watch?v=QwRISkyV_B8

Hoveround https://www.youtube.com/watch?v=-GWZp1U2iS4

Just Features, Benefits, & Creepiness

Product URL

Comfort Wipes https://www.youtube.com/watch?v=PZeJZs2fdYo

The Hawaii Chair https://www.youtube.com/watch?v=pBqiKjEADEY

The Gizelle https://www.youtube.com/watch?v=pyK-3Em8__c

Rejuvenate https://www.youtube.com/watch?v=SXcYVh-W14E

Jump Snap https://www.youtube.com/watch?v=Va2Ydlf2cqc

Snoogle https://www.youtube.com/watch?v=UAnszcnZ2Vw

The Body Pillow https://www.youtube.com/watch?v=qz-y1do0UXs

Q-Ray Bracelet https://www.youtube.com/watch?v=rPmLPU08ZbU

Infomercial Assignment

Infomercial Project: Option A

In groups of 4 or less, develop an infomercial about a new food or drink product. The infomercial should not exceed 5 minutes in length and should incorporate all aspects of an infomercial to earn full credit. Students who choose to pursue this option can perform their infomercial live but should plan on creating (or having) the product available in class if done in that venue.

Infomercial Project: Option B

In groups of 4 or less, develop an infomercial about a new or existing product of your choice. The infomercial should not exceed 4 minutes and should incorporate all aspects of an infomercial to earn full credit. Students who choose this option need to videotape their infomercial in advance and have it uploaded to youtube or saved as a viewable video file prior to the designated due date.

Due Dates

• B Day students– Wednesday Receive Assignment

– Friday Script & Student Checklist are due

– Tuesday Infomercial is viewed in class

• A Day Students– Thursday Receive Assignment

– Monday Script & Student Checklist are due

– Wednesday Infomercial is viewed in class

Funny Fails

• https://www.youtube.com/watch?v=6llB5QR1Nmc – 6:01 starting point

• Top 10 Worst– http://www.youtube.com/watch?v=eqDXlYxSdLc

– http://www.youtube.com/watch?v=uZFEUhJe0iU

Assignment Part II

• You & a partner are to create a fictitious product and answer the same 7 questions.

• Once you have a product, you should create a Poster that provides all pertinent information & promotes the product you have created.

Warm-up• What is deceptive pricing?

– Making false or misleading statements of fact concerning reasons for price reductions

– Give definition & example– 5 easy payments of $19.99– Going out of business / Liquidation Sales– 60% below regular price

– Do you think it is ethical?

1. Mighty Putty 2. Repairs, Seals, Fills Cracks, Ideal for Cracks3. AND THAT’S THE POWER OF MIGHTY PUTTY4. $19.995. Turns from green to white when activated, can hold up

to 80,000Ibs., cuts like dough6. A do it all glue 7. F8. If you order now you will get triple the offer 6 for

$19.999. http://www.youtube.com/watch?v=Rb2bMdH1iPY

Television

• Direct-Response Marketing– Marketing designed to get an immediate

response from consumers– Consumer response is easy to measure

because it is directly related to a specific advertisement

– Direct distribution of product – (Seller – Consumer)

Infomercial Assignment

• Create your own infomercial for a new product

• You can make up your own product or use an existing one– Product can be completely fictional, a modified version or

a current product– Make sure no contradictory labels are showing if fake

• Provide evidence that your product works– Demonstration– Testimony– Comparison

Infomercial Assignment• Infomercial must be 2 minutes - 4 minutes

• You must use a variety of voices during your infomercial

• Your product must have a price

• You must provide payment details

• Incentive needs to be included– “Wait…there’s more”

• No more than 4 people can work together

• Can be taped on-campus or off-campus

• Everyone in your group must either speak or act in the infomercial

• Must be in movie format & viewable in class on designated due date

Infomercial Assignment

• What needs to be turned in?– Student Checklist

– A written transcript of what was said in your infomercial

– A video of your 1 ½ - 4 minute infomercial

Infomercial Grading Sheet• Spoke slowly and clearly

• Style of speaking is appropriate for purpose

• Professional and mature attitude while performing

• Persuasive language

• Creative and original

• Incentive to order

• Price and payment details provided

Infomercial Must