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	<title>SELLING WHOLESALE TO GIFT SHOPS &#187; cold calling</title>
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	<link>http://sellingtogiftshops.com</link>
	<description>Tips on Marketing Your Products from an Independent Gift Sales Representative!</description>
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		<title>Steps to Making a Store Presentation &#8212; Part 2</title>
		<link>http://sellingtogiftshops.com/2009/07/01/steps-to-making-a-store-presentation-part-2/</link>
		<comments>http://sellingtogiftshops.com/2009/07/01/steps-to-making-a-store-presentation-part-2/#comments</comments>
		<pubDate>Wed, 01 Jul 2009 20:54:10 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Working with Buyers]]></category>
		<category><![CDATA[cold calling]]></category>
		<category><![CDATA[gift buyers]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[sales presentations]]></category>

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		<description><![CDATA[In Part one we discussed introducing yourself and talking with the buyer.  This week we will cover Part 2 which is the actual sales process. BEGINNING THE SALES PROCESS If you are fortunate enough to interest a buyer on the first visit, you have your foot in the door! But rather than going directly into your sales pitch, spend time working on developing a relationship as listed above. You need to sell YOURSELF first, before you can sell your products. The most important technique during any successful sales call is to LISTEN, LISTEN, LISTEN! By listening effectively, a buyer will tell you what they need to buy for their store even before you show them your products. Once you have starting building your relationship with the buyer, it is time to introduce your product. Hand the buyer your item, gift or gourmet foods. If the buyer holds the product in their hand, they will begin to take ownership of the item. A subtle, but important point! Tell the buyer briefly about your product and then wait for their response. Answer any questions or concerns. If the buyer seems uninterested, ask them what you could do to your product to make [...]]]></description>
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		<title>Steps to Making a Sales Presentation &#8212; Part 1</title>
		<link>http://sellingtogiftshops.com/2009/06/24/steps-to-making-a-sales-presentation-part-1/</link>
		<comments>http://sellingtogiftshops.com/2009/06/24/steps-to-making-a-sales-presentation-part-1/#comments</comments>
		<pubDate>Wed, 24 Jun 2009 20:49:36 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Working with Buyers]]></category>
		<category><![CDATA[cold calling]]></category>
		<category><![CDATA[gift buyers]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[sales presentations]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=146</guid>
		<description><![CDATA[There are as many different ways to make a sales call as there are sales people in the field. Everyone uses their own system, but after many years as a sales rep, I found the following system to work best to facilitate sales to gift stores. PRELIMINARY STEPS TO AN IN-STORE SALES CALL The first time you enter a potential retail store account spend time studying the store and the products they currently have on their shelves. Do they inventory products that are similar to your products? Look at their various displays of gift products. Will your price point fit into their current merchandising scheme? The information you glean from observing and talking to the employees will give you insight as to which of your products will sell best in the store. But remember to be considerate of the customers visiting the store and do not interrupt a clerk with questions if they are busy assisting customers. Customers come first! TALKING TO THE STORE BUYER(S) Once you think you have familiarized yourself with the products and store image, it is time to talk to the buyer or manager. If you feel nervous, remember that even the best sales people are [...]]]></description>
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		<title>Making Appointments vs. Cold Calling</title>
		<link>http://sellingtogiftshops.com/2009/06/18/making-appointments-vs-cold-calling/</link>
		<comments>http://sellingtogiftshops.com/2009/06/18/making-appointments-vs-cold-calling/#comments</comments>
		<pubDate>Thu, 18 Jun 2009 20:46:04 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Working with Buyers]]></category>
		<category><![CDATA[cold calling]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[making appointments]]></category>
		<category><![CDATA[sales presentations]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=144</guid>
		<description><![CDATA[Cold calling a store is only one of the two different approaches in making a presentation to a buyer.  You enter a store and ask to talk to the buyer without any pre-arranged appointment or notice.  The other method is making an appointment ahead of time with the buyer.  There are many advantages and disadvantages to using either method. When cold-calling, you have the convenience of visiting a store when you arrive in town.  You have the added benefit of talking face to face with a potential buyer where it is harder for them to tell you they are not interested.  Lots of buyers also double as store clerks where their main priority is working with customers.  Cold calling can still be effective if you have patience and don’t take offense as they interrupt you to help their customers.  On the other hand, making appointments ahead of time will often mean you have your buyer’s full attention without disruptions during your presentation. The down side of cold-calling is when you arrive the buyer may not be in the store, may not have the time to talk with you, or will not talk to you without an appointment.  But, if you [...]]]></description>
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