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	<title>SELLING WHOLESALE TO GIFT SHOPS &#187; sales presentations</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>Closing the Sale with Gift Buyers</title>
		<link>http://sellingtogiftshops.com/2011/06/10/closing-the-sale-with-gift-buyers/</link>
		<comments>http://sellingtogiftshops.com/2011/06/10/closing-the-sale-with-gift-buyers/#comments</comments>
		<pubDate>Fri, 10 Jun 2011 18:50:30 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Working with Buyers]]></category>
		<category><![CDATA[gift buyers]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[sales presentations]]></category>
		<category><![CDATA[sales techniques]]></category>
		<category><![CDATA[working with buyers]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=741</guid>
		<description><![CDATA[Talking about products and taking an order are two distinct different functions.  Most sales people give professional presentations, but forget ask for the order!  If you don’t ask the buyer if they would like to order product X today, most likely, they will not call you to place it later.  Gift sales are often emotional and impulsive.  Frequently, a response like “I’ll think about it and get back to you” is just a lost sale if you don’t ask the buyer about the issues or questions they have concerning the product. Believe it or not, buyers WANT to be sold.  If you wait to follow up for the order at a later time, the buyer may not remember you or your products. When your buyers are showing interest in a certain product, it is appropriate to ask them if they would like to place an order today.  If they are truly interested in X products, don’t let them put off ordering.  Buyers, sometimes, have trouble making a decision!  Often suggesting a choice is an effective way to make the sale than asking them which one they wish to buy.  For example, the jam they are interested in comes in two [...]]]></description>
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		<slash:comments>5</slash:comments>
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		<title>Make a Professional First Impression</title>
		<link>http://sellingtogiftshops.com/2009/08/06/make-a-professional-first-impression/</link>
		<comments>http://sellingtogiftshops.com/2009/08/06/make-a-professional-first-impression/#comments</comments>
		<pubDate>Thu, 06 Aug 2009 21:17:58 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Product Saleability]]></category>
		<category><![CDATA[gift buyers]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[gift stores]]></category>
		<category><![CDATA[professional crafter]]></category>
		<category><![CDATA[sales presentations]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=202</guid>
		<description><![CDATA[You can make and sell some of the hottest crafted item on the market, but if you or your presentation does not look professional, you are not likely to sell your products.  Sounds harsh, but true!  Gift buyers are approached my numerous producers and over the course of time, they will eliminate some of those producers by first impressions.  Here are ideas to make sure your first impression is a good one: 1.    Make sure your sales materials look professional.  You don’t need professionally-made brochures that can be very expensive.  Most good sales flyers can be designed right on your computer (I have done this for years!).  Sales materials need to be clean and crisp with pricing, pictures, terms and information pertinent to the buyers. Don’t be too wordy on your flyers; gift store buyers don’t have time to read all about the history of your business or how great your product is.  They want quick and precise information that is clear and easy to understand. 2.    Sales presentation should be professional to make it effective.  Remember that you need to look and act as a professional.  Don’t show up at the store in your working attire with craft materials [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/08/06/make-a-professional-first-impression/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
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		<item>
		<title>Sales Presentation Follow Up</title>
		<link>http://sellingtogiftshops.com/2009/07/08/sales-presentation-follow-up/</link>
		<comments>http://sellingtogiftshops.com/2009/07/08/sales-presentation-follow-up/#comments</comments>
		<pubDate>Wed, 08 Jul 2009 19:22:12 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Working with Buyers]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[sales presentations]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=179</guid>
		<description><![CDATA[Following a sales presentation and/or order, make sure to always thank the buyer for their time.  Even if they did not purchase your product, a gracious gesture will leave the buyer with good feelings about you!  Next time you visit with them, they will remember you and may be more willing to buy from you. For those who do purchase your product, check in with them after a few weeks time to see if your order was received, if they are happy with the shipment and if the item is selling.  Often, the buyer will be unaware of an empty shelf or need to re-order if you do not check in with them.  I would suggest calling once a month or so (depending on the season) to check in and see if a re-order is necessary. Prompt and effective follow through with orders, requests and problems is a crucial issue which every business deals with on a daily basis.  Problems, especially, need to be dealt with as soon as possible in order to preserve good business relationships.  The faster you response to a specific issue reflects sub-conscientiously how important the customer is to your business. Listed are some of the [...]]]></description>
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		<slash:comments>2</slash:comments>
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		<item>
		<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>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=150</guid>
		<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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		<slash:comments>0</slash:comments>
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		<item>
		<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>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/06/24/steps-to-making-a-sales-presentation-part-1/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<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>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/06/18/making-appointments-vs-cold-calling/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Developing Your Sales and Ordering Material</title>
		<link>http://sellingtogiftshops.com/2009/05/05/developing-your-sales-and-ordering-material/</link>
		<comments>http://sellingtogiftshops.com/2009/05/05/developing-your-sales-and-ordering-material/#comments</comments>
		<pubDate>Wed, 06 May 2009 03:22:12 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Sales Call Prep]]></category>
		<category><![CDATA[business cards]]></category>
		<category><![CDATA[sales material]]></category>
		<category><![CDATA[sales order books]]></category>
		<category><![CDATA[sales presentations]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=99</guid>
		<description><![CDATA[Nothing sells your product better than putting your gift item into the hands of a store buyer!  But in this world of multi-tasking, using written material is a must. Sales material for the retail store buyer is very different from the color brochure you may hand out to consumers.  Stores buyers want to know five basis facts about ordering your products: 1.    What does it look like? 2.    How much does it cost? 3.    What is the minimum order? 4.    What are your terms? 5.    How do I re-order? Your sales material should answer all these questions. Simple, but effective, sales materials can be created on your computer.  Personally, I use Microsoft Publisher.  Start with a picture of your products and make sure you include all the information that answers the five questions above:  List unit and case costs, minimum amount for orders, ALL the terms you will accept, and your contact information (phone, fax, email and website).  Sales sheets can be copied and left with buyers.  Originals can be placed in a page protectors sheets and added to a special folder to be used during your sales presentation Write your orders in sales order books which can be purchased [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/05/05/developing-your-sales-and-ordering-material/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
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		<item>
		<title>Preparing for Your First Sales Presentations</title>
		<link>http://sellingtogiftshops.com/2009/04/01/preparing-for-your-sales-presentations/</link>
		<comments>http://sellingtogiftshops.com/2009/04/01/preparing-for-your-sales-presentations/#comments</comments>
		<pubDate>Wed, 01 Apr 2009 23:24:21 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Sales Call Prep]]></category>
		<category><![CDATA[sales presentations]]></category>
		<category><![CDATA[sales systems]]></category>
		<category><![CDATA[wholesale]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=59</guid>
		<description><![CDATA[Preparing the materials and systems needed for your first sales presentations is the most important task you need to accomplish before visiting your first potential buyer.Most people assume the hardest work goes into making the product.Although, a lot of hard work goes into making products that people will buy … if time is not spent developing and setting up the systems you need to wholesale BEFORE you visit your first buyer, you will find yourself in a confusing and overwhelming mess!And you will look very unprofessional to your potential buyers! Some of the materials and system you need as you enter the wholesale business are as follows: Developing a retail/wholesale price structure Determining what payment terms you will accept Determining how you will get your products to the retail outlets Developing your sales and ordering materials Setting up a bookkeeping and database system Setting up a re-order and follow up system Even though the list looks cumbersome, or even intimating, it is not difficult if you take one step at a time. Over the next weeks, I will be addressing each step in more detailing – explaining what I have found to work as a sales rep/producer. And the VERY [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/04/01/preparing-for-your-sales-presentations/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
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