Selling Techniques - The Basics (Module 10)
As Ambassadors you will have had a rigorous induction to ready you for your role as an in-store sales representative for Nespresso. This will have included knowledge training, operational training, reporting training and learning about how to represent the brand of Nespresso. You have spent three or four days with the Recruitment Agency, the Nespresso Trade Trainer, the Nespresso Territory Manager, and possibly even some time with another Ambassador; all of which was vital for your preparation in the field of sales. Ultimately however you are out there on your own and this module is to help focus on how to use some basic sales principles when at the store.
- 1.In the introduction which areas of Nespresso should always be mentioned after you have greeted the customer? One answer.
- A.
Coffee, Limited Editions, Machine Service
- B.
Coffee, Machines, Club
- C.
Machines, Coffee, Competition
- D.
Online Ordering, Ecolaboration, Machines
- 2.What is the value of planning you conversation with customers? One answer
- A.
It means you can anticipate problem areas and jump in before they mention them.
- B.
It means you can give one "sales speech" without the need for questioning the customer.
- C.
It means you can set up the subsequent conversation in a positive and intriguing way having laid a solid foundation.
- D.
It means you can more or less have the same conversation in the same structured way. This means this is a much more efficient demonstration.
- 3.Which technique can we use to put aside a question that might interrupt the flow of our demonstration?
- A.
Picking
- B.
Pushing
- C.
Pulling
- D.
Parking
- 4.To the question "why can't I buy your capsule in supermarkets", what should we say? Please indicate all correct answers
- A.
The supermarkets would not stock Nespresso as it is a rival to their own coffee brands.
- B.
Nespresso is a premium brand with premium status and not a high street brand.
- C.
Direct delivery guarantees freshness, quality and range availability that shops may not be able to achieve.
- D.
It would be too expensive to retail through shops and stores.
- E.
The capsule needs to be stored away from light.
- 5.To the question "I think Nespresso far too expensive", what should we say? Please indicate all correct answers.
- A.
Compare the price of a Nespresso coffee to the coffee shops coffee.
- B.
Explain that the price is high because it has to reflect the image of an exclusive brand.
- C.
Explain that no coffee is wasted with Nespresso and therefore is cost effective compared to loose coffee badly stored.
- D.
The packaging is very expensive and keeps the costs high
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