SALES

Student Application Learning Exercise (SALES)

SALE 1

The product for selling is a hybrid car. The brand is Honda Civic Hybrid and the model is 2003. It is an environment friendly and cost efficient car. The model's design is attractive and new (Laroche and Pons et al., 2003, pp. 513--522.

The product will be targeted towards the customer who is a Bank manager. As he is on managerial position, he will definitely show some interest in new features available in this model.

The FAB in this context is related to the features and their advantages and disadvantage. FAB enables the overview of the product's advantages and benefits which can be the key in selling product.

Features

Advantage

Benefits

1.ABS braking system

Efficient braking system resulting in safety

Safety from break fails and slipping of tyres

2.Fuel efficiency

Efficiency and environment friendly

Lower fuel cost

3.Speed sensitive volume control (SSV)

Adjust the volume according to the noise

Adjust the volume which maintains the audio listening clearly

SELL sequence for each FAB

ABS specification to Bank manager: “the car consist of antilock breaking system ABS [feature], which an efficient breaking system and is a good safety measure [advantage], it will safe the car from accidents as it allows the car to stop within short range [benefit], that is an interesting option for you- right[Trial close]?”

Fuel efficiency to Bank manager: “the car is fuel efficient as it is a hybrid car[feature], it is environment friendly and reduces cost[advantage], the car not only reduces the cost but is also environment friendly and less pollute [benefit], does that sound good?[Trial close]?”

The speed sensitive volume (SSV) to the bank manager: “the car has a new specification known as speed sensitive volume (SSV) [feature], this system adjust the audio according to the speed and sound caused by the tyres [advantage], this enables the sound system to maintain the quality of sound according to the speed and sound noise [benefit], this feature really differentiate the car from other models- is not it [Trial close]?”

SALE 2

Honda Hybrid is a very fuel efficient car. It costs between $12,700 -$ 20,100 depending on the features and specifications required.

Seller: We are offering a discounted pricing for our new customer.

Buyer: how much discount I will be getting on its purchase

Seller: the discount of $500 will be provided to you, if you would like to add more specifications into it, you will be getting the further discounting scheme.

SALE 3

Features

Advantage

Benefits

1.Advertising

New Honda Hybrid model

Advanced features

2.Sales Promotion

Economic pricing

Lower fuel cost

3.Trade Show

Easy to purchase and availability

Test drive facility will enable the customer have real evaluation of car.

Honda features its new model with advanced features [features], the car is easily available and is fuel economic hence it is one of the top choices in the current market [advantage], the hybrid feature makes it the low consumption car and the comfort specification is increasing its market value [ benefits], Honda hybrid is the current choice of people because of its unique specification, is not it the best car to purchase[trial close]?

SALE 4

Method for the presentation

As the presentation is for an individual, the method for this presentation will ...