In face-to-face meetings
with shoppers, the salesperson should have any advertisements that have run in
newspapers, magazines, etc., to present and discuss with shoppers. In the case
of television or radio ads, the salesperson should be able to play them for customers.
“Mr. and Mrs. Smith, let
me show you our latest advertisement and explain how it will have a positive
effect on your event plans.”
Marketing
starts the selling process, but the salesperson makes the sale happen. If salespeople embrace and incorporate their company’s marketing messages
into their presentations, sales will come more frequently. Your shoppers can
get their catering from lots of different places; you need to strive to create
marketing that helps the shopper understand that your company offers the greatest opportunity for their event’s
success.
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