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.