Ch. 17 - Personal Selling and Sales Management

Coach Inc, has many different ways to promote their products their main focus is relationship selling. Getting to know the customers from a more interactive and personal perspective is the key. 80 percent of the customers remain loyal for their products but also for a sense of importance. Customer promotions offers loyal customers the option of coming into the store and buying their favorite picks of the month at 25% off. This is a great tool to securing a solid sale. If you enjoy shopping online you will come across a great promotion, anything purchase under $150.00 will receive free shipping. Promotional sales help to build brand loyalty. Personal selling is a great way to of explaining the features and benefits of a product. This gives a customers a chance to communicate what they are looking for, specific details such as style, texture, color or size. This gives a sales associate a starting point. Coach makes sure to property train their employees to better enhance a sales. By having great customer / employee communication it can help with immediate sale as well as a future sale. Sale promotion offers potential buyers the option of getting a product at low cost. I see this as an excellent form of sampling the product. Coach provides follow up calls. Through this process, coach retains customers data and also records a log of a customers past purchase. Over all I’m also a consumer and I feel like the promotions are the perfect way of offering perks to ensure brand loyalty as well as boost profit margins.