In [[Selling the wheel]] ''//Captain and Crew//'' is one of the different sales strategies a company can deploy.

!The Captain and his Crew
|Type|Description|h
|''Character''|Upbeat, Outgoing, Happy go lucky, Just average folks, similar to the customer|
|''Major drives''|Satisfied with making a decent living, Not an overachiever, Works to make the money to have fun on days off.|
|''Important skills''|All aspects of customer service. Must be able to handle 'social fatigue' so as to withstand constant contact with the public.|

!Marketing
|''Ideal company to image''|Thrifty. Efficient/ Offering quality at an unbeatable low price. Universal Locations|
|''To generate sales leads''|Offer free product trials. Advertise. Use coupons and other price incentives. Deep discount grand openings|
|''Qualifying customers''|Got a credit card? C'mon in!|

!Getting the sale
|''Sales Presentation''|Simple and short. An explanation of the features and options. The more skilled salespeople are able to highlight aspects of importance to the typical customer|
|''Typical Objections''|Is this the cheapest price? What happens if there is a problem after the sale?|
|''Resolve by''|Offering to meet or beat the competitors price. Offer money back guarantees.|
|''Closing''|Help the customer feel comfortable by the decision to buy. Empathize return policies. Price protection. Highlight reasons for the customer to buy. Make checkout easy.|

This sales strategy works best in the [[Maturity]] phase of the [[Maturity phases in a product's life cycle]].
bag
sellingthewheel_public
created
Sun, 02 Oct 2011 16:26:56 GMT
creator
dirkjan
modified
Sun, 02 Oct 2011 16:26:56 GMT
modifier
dirkjan
tags
Selling the wheel
Term
creator
dirkjan