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3. Briefly describe how you identify your targets and the sales approaches you adopted. Firstly, my identified targets are mainly polytechnic students and friends who are within the age range between 17 to 22 years old, whereas the second group was targeted to the working adults or housewives within the age group of 25 to 50 years old. Before I can start selling my products to my customers, I have to get sufficient product knowledge in order to know who to sell it to or how to convince them to buy from me. Next, I need to find out who is my potential customer and make a quick check on whether he/ she is the right prospect to create sales opportunities. Then, I have to communicate the benefits of the products to my potential customers. If there were objections questions raised by the prospects during the sales interaction, it means that I am moving closer to determining the actual needs of the prospect and closer to the final stage of the selling process. Lastly, if the prospect customers make their commitment to purchase our products, I should follow up actions to build good relationship and to make sure that the customers are satisfied with their purchases. The most common sales approach I used was the personal selling sales approach. I would bring my catalogues with me and tell them more about the products, in this case, for the Chinese New Year cookies I am selling, I would highlight to them the more popular choices as well as the cheaper ones. In this way, I attempted to cater to their taste and preferences as well as budgets. I started by asking my mother, friends, neighbors whether they have bought any Chinese New Year cookies. For those who have bought, I would try to persuade them to purchase the Chinese New Year cookies as our suppliers were from Grand City and Nice Bakery which is considered quite well known in Singapore. For those who still have not bought theirs, I would recommend them to purchase those Chinese New Year cookies which I found it nice and tasty as I got the opportunity to try out during the sampling session. I also told them it is convenient to purchase the Chinese New Year cookies through me as I am entitled to as high as 15% discounts and I would also deliver them to their house. For Valentines cookies, my target audience is mostly my friends who have already attached. I recommended them to buy Famous Amos cookies which were in beautiful containers as their gift items to their loved ones. For the printer ink cartridge, I am aware that a friend of mine who is helping his uncle in doing some business and often requires to print many documents. Therefore, I have approached him to buy the printer ink cartridge from one of MSC outlet (Fusion). It has save him the troubles of traveling to SIM LIM Square to buy ink cartridge. As I stay near to him, I would offer to buy those ink cartridges on his behalf and then pass it to him.
4. Describe any one sale you closed that you found particularly difficult. One of the difficulties I faced was that when I was required to sell the Chinese New Year cookies to my customers. I had met some difficulties in convincing them to buy from me because they did not get the chance to sample the 3 supplier’s Chinese New Year cookies. However, I have tried to persuade my customers who are mainly my family members, cousins and friends to trust me on my taste, as I got the chance to sample it during the sampling session. As Chinese New Year Festival is only once a year, customers definitely have certain criteria or preference in buying Chinese New Year cookies, therefore I had a hard time selling it. For example they preferred other bakery shop which we do not have. However, I had emphasized to my customers that one of the suppliers consists of the popular, Grand City Bakery which I am selling at a cheaper price as compared to the market. Besides that, I had saved their troubles by delivering the Chinese New Year cookies to their house.
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