Chapter 7 - Business Marketing

                            Business marketing is the marketing of goods and services to individuals and organizations for purposes other than personal consumption. An example of this would be the sale of a PC to a college or university. This relates to TRESemmé because if I were to go to a salon to cut my hair or style my hair in any way, most salons carry a TRESemmé products that they use on customer's hair. This is a way of business marketing because the hair salon is letting their customers try out TRESemmé's products in their own stores so it is not personal consumption. This is actually a great way to achieve business marketing.

                     Business marketing on the internet has to do with the use of internet to facilitate activities between organizations. This process is called business-to-business electronic commerce. If someone is curious about using a product from TRESemmé because they are not sure if it works well or not, they can ask their questions online and they will get a reply from another individual on the internet. Another thing they can do is just type up the questions online and find more information about what they are looking for about a certain product from TRESemmé. There are a few websites that talk about this specifically for their target audience on the internet. Shampoo and hair-styling websites are a great source to find out more about TRESemmé's products. Some consumers don't prefer to look things up online, they rather go to the store and ask retailers themselves, but it is all about what the consumer wants. TRESemmé has a Twitter account, which is one of the best social media a company can be part of because it allows people to know more about the company and their new products coming out, it is helpful in maintaining contacts with networks: https://twitter.com/TRESemme

                               Relationship marketing is a strategy that has to do with seeking and establishing partnerships with customers. TRESemmé builds relationships with their customers as much as they can by answering their questions and lowering prices on some of their products. This is important because nowadays consumers have become more demanding and competition has become more intense. TRESemmé's loyal customers are more profitable than those who are price sensitive and have little or no difference among brands or suppliers. Facebook and Twitter is a great course of relationship marketing for TRESemmé, since they don't actually have their own store, they have their products in drugstores or a few supermarkets. A strategic alliance is an agreement between business firms. TRESemmé has an agreement to manufacturers and suppliers since their products are sold in drug stores and supermarkets. This is how TRESemmé makes money, by selling their products in many stores and earning money when someone buys them. 

                   There are 4 major categories of business customers. Producers (includes profit-oriented individuals and organizations that use purchased good and services to produce other products), Resellers (includes retail and wholesale businesses that buy finished goods and resell them for a profit), Governments (include thousands of federal, state, and local buying units), and Institutions (includes schools, hospitals, colleges and universities, churches, etc.). When it comes to TRESemmé, this company follows the producers category because that is how they keep their company alive and going.

                    Demand in a business is derived unlike a consumer demand. Derived Demand is used when organizations buy products to be used in producing their customers' products. When it comes to Purchase Volume, customers buy in much larger quantities than consumers, which can be put into customers who buy products from TRESemmé. TRESemmé puts their products in locations where they know customers will buy their products to make it much easier for them, this has to do with the location of buyers. When it comes to business products, there are different types. TRESemmé's business products are known as supplies because they are consumable items that do not become part of the final product. Most of TRESemmé's products have relatively short lives and are inexpensive compared to other business goods out there.

                       Business buying behavior is the way a business decides to buy from other places. They have five important aspects which are: buying centers, evaluative criteria, buying situations, business ethics, and customer service. In buying centers, there is more than one person involved in a purchase decision. In evaluative criteria, business buyers evaluate products and suppliers against three important criteria: quality, service, and price. In buying situations, business firms, especially manufacturers, must decide whether to make something or buy it from an outside supplier. In business ethics, businesses refer to the moral principles or values that generally govern the conduct of an individual or group. In customer service, business marketers are increasingly recognizing the benefits of developing a formal system to monitor customer opinions and perceptions of the quality of customer service. In order for a company to have their things together, they must follow these five important rules. TRESemmé definitely follows these rules which is why they are one of the most top-selling hair stylist brands around the world. 

Chapter 8 - Segmenting and Targeting Markets

               TRESemmé has it's own market that sells products very well. A market refers to people or organizations with needs or wants and the ability and willingness to buy. The idea that influences these people or organizations are TRESemmé's product categories, since TRESemmé owns different types of products in different categories, the market is more likely to buy TRESemmé's products because there are different varieties to choose from. When the market has it's eye on one of TRESemmé's item, it's their job to influence them to buy it. Within a market, a market segment is a subgroup of people or organizations sharing one or more characteristics that cause them to have similar product needs. All people have similiar characteristics and needs, as do all organizations. Another process that TRESemmé's goes through is a market segmentation, which is the process of dividing a market into meaningful, relatively similar, and identifiable segments or groups. All of these definitions make up a market.

                      Since all markets include groups of people or organizations with different product needs and preferences, market segmentation helps marketers define customer needs and wants more precisely. This is why having a market segmentation is important for TRESemmé and any other company out there. Since TRESemmé's products will be more precise with market segmentation, markets can easily find what they exactly want and need. An example of TRESemmé's market segmentation would be one of their shampoos, lets say a customer wanted to buy a smaller bottle of TRESemmé's shampoo? The market segmentation will be able to help this customer because the shampoo will come in different shapes and sizes overall. To have a successful segmentation, companies must have these 4 important things: sustainability (a segment must be large enough to warrant developing and maintaining a special marketing mix), identifiability & measurability (segments must be identifiable and their size measurable), accessibility (the firm must be able to reach members of targeted segments with customized marketing mixes), and responsiveness (markets can be segmented using any criteria that seem logical).

                             Marketers use segmentation bases which divides a total market into segments. There are 5 basic segmentations that marketers follow. Geographic Segmentation refers to markets by region of a country or world, market size, market density, or climate; TRESemmé follows this segmentation because they have their products all around the world for marketers to grab their attention and make more profits out of them. Demographic Segmentation refers to age, gender, income, ethnic background, and family life cycle; TRESemmé's products aim for marketers who were born in the Y generation because they tend to buy their products more other than the X generation and baby boomers. They also make their products cheaper than other brand names that sell similar products. Psychographic Segmentation deals with personality, motives, lifestyles, and geodemographics; this is when TRESemmé gathers information about people and this determines how they should sell their products and what products should they sell. Benefit Segmentation is the process of grouping customers into market segments according to the benefits they seek from the product; TRESemmé will examine what their customers like and WANT in a product and what they should fix about their products. Once they get the hang of this, their product would sell real good. Usage-Rate Segmentation divides a market by the amount of product bought or consumed; TRESemmé keeps track on which one of their products are having the most sales because this allows them to notice the special idea in that specific product that they can add into their other not-so-well-selling products.

                         TRESemmé's business market consists of 4 broad segments: producers, resellers, government, and institutions. TRESemmé's company characteristics is reasonable since they are located in drugstores geographically and many buyers prefer to purchase from local suppliers since distant suppliers may have difficulty competing in terms of price and service. TRESemmé's buying processes segments customers and prospective costumers on the basis of how they buy. This allows them to become better sellers for their markets.

                          After the whole segmentation process, the next task is to choose one or more target markets. TRESemmé is the type of company who deals with one specific target market because this way they can attract customers with a single marketing mix. There are different ways on how TRESemmé targets their marketers. TRESemmé's way of targeting is the concentrated targeting method. They select a market niche for targeting its marketing efforts. The developing of any marketing mix depends on positioning, this influences potential customers's overall perception of a brand, product line, or organization in general. TRESemmé needs to know where they should position their products so they can catch the consumer's eyes. They have all their products in one section of a store as a product line going from shampoos, conditioners, gels, hairsprays, hair styling products, etc. 

Chapter 11 - Developing and Managing Products

                New Products is something that is new to the world, the market, the producer, the seller, or some combination of these. The important of new products is that they sustain growth, increase revenues and profits, and replace obsolete items. TRESemmé is involved with this definition because they have their own sets of new-product strategies. They have their own product lines in which they have their own shampoos, conditioners, hairsprays, gels, etc. This gives their customers a variety of choices in what they would like to buy from their products, if they were limited to one choice such as shampoo only, then TRESemmé's customers would be disappointed since there are no variety of choices to make because what if the customer doesn't want the shampoo but wants a different type of product that does the same thing? It will turn down the customer immediately and they will go ahead and look for something else from a different company that sells more than just shampoos. Sometimes, TRESemmé may include something new such as a new ingredient in their shampoos. This is one example: 

It basically says that it has new and advanced technology than it had before. This type of method is know as improvements or revisions of existing products. TRESemmé's products are also known as lower-priced products because they are cheaper than other brand-selling shampoos out there in the hair product market.

                          In order for TRESemmé to maintain a New-Product Development Process, they must make long-term commitment needed to support innovation, use company-specific approach, capitalize on experience to achiever and maintain competitive advantage, and establish an environment for support. The New-Product Strategy is basically a list of things TRESemmé needs to do to achieve this goal. TRESemmé must have an Idea Generation which is the thinking of what product to create to influence customers. This idea comes from many sources, including customers (wants and needs), employees (analyze and involved), distributors (well-trained sales), competitors (comparison), vendors (partnerships), research and development (product development and modification), and consultants (examine business and recommended product ideas). Idea Screening is used after TRESemmé's new ideas have been generated and need to pass through the first filter in the product development process. It determines if the product idea is good enough to be passed on. Business Analysis is when TRESemmé's product idea gets calculated on demand, cost, sales, and profitability. Depending on the nature of the product and the TRESemmé, this process may be simple or complex. Development occurs when TRESemmé starts sketching a marketing strategy. The marketing department of TRESemmé should decide on the product's packaging, branding, labeling, and so forth. Test Marketing is when TRESemmé's product goes through a limited introduction to determine the reactions of potential customers in a market situation. The final stage is Commercialization, this determines the decision to actually market TRESemmé's product for sure. TRESemmé is part of globalization, therefore their global issues in new-product development allows them to have more sales marketable worldwide.

                             Managers have a better chance of successfully marketing products if they understand how consumers learn about and adopt products. This is how TRESemmé's products can spread throughout the world by just having an innovation. The product life cycle is one of the most familiar concepts in marketing. A product category is where TRESemmé's product is determined to satisfy a particular type of need. In order for TRESemmé's product to be in a good product life cycle, they must follow the introductory stage (full-scale launch of new product into marketplace), growth stage (sales typically grow at an increasing rate and many competitors enter the market), maturity stage (a period which sales increase at a decreasing rate), and last but not least, the decline stage (a long-run drop in sales). When dealing with selling new products, TRESemmé must know how to be smart and be able to sell their items for a reasonable price to their consumers. This will help the company grow more fast worldwide as it will be passed on.

Chapter 18 - Social Media and Marketing

                        Social Media is basically the use of online technology to promote brands. It has changed the way that marketers can communicate with their brands from a mob of messages to affectionate conversations. TRESemmé uses social media for advertising their products online and on television. An example of TRESemmé using social media for advertising is this 30 second commercial: 

http://www.youtube.com/watch?v=423X8wbmg8E

This commercial shows us that TRESemmé's new shampoo product can repair damaged hair from 2 years. This influences people and makes them think, "Wow! Can my hair really look like that after using this product? I should give it a try." If someone is unsure if this product works or not, they can look up for customer reviews online for further info about this product. This is a source of interaction that the consumer can get with other customers before they actually buy this product. TRESemmé also has their products as advertisements online if someone searches up "shampoo" their product can pop up and that is a source of advertisement that the company payed for to place online.

                 In order for a company to have an enormous impact on their brand in the social media world, they must follow the right steps. TRESemmé has their own owned media because their organization creates blogs and websites introducing their products so that people can become more aware of them around the world. This actually develops deeper relationships with customers. TRESemmé listens to their customers on what they want and what they are interested in, this is known as the "listening system". They must also listen to what others are saying about their brand, the industry, and the competition so they can do better through time. If there is a flaw, TRESemmé will fix it as soon as possible because depending on how big the flaw is, it can effect the company in a bad way which can cause less sales of their products. After that, TRESemmé deals with social media objectives. This has to do with building trust online with their customers. TRESemmé has all of these objectives which are listening and learning, building relationships, promoting products and services, managing reputation, and improving their customer service. Without these objectives in a company, they may not be able to sell their products wisely.

             Once TRESemmé determines their objectives and their measurement tools have been implemented, it's important for them to identify their consumers. They need to identify the social behavior of cosumers. TRESemmé needs to see what type of social media do their consumers often use? Does the specific social media attract younger users? They need to go for the creators, critics, collectors, joiners, spectators, and inactives. TRESemmé will need to make their blogs look for attractive to influence the minds of these individuals. It can make a big difference in their product-selling. TRESemmé goes in the category of corporate blogs if they are willing to sell their products more. 

                A company having a Social Media and Mobile Technology is very wise. This allows the customers to browse through TRESemmé's "mobile" website where they can easily access their products and see what's new on their updates since they have a smartphone in their hand. This is a source of marketing tool that companies should take advantage of. TRESemmé also have their own mobile ads and smartphone aps. As time goes on, social media is finding more ways to advertise products online.

Chapter 10 - Product Concepts

                         What is a product? A product can be everything, both favorable and unfavorable, that a person receives in an exchange; it is a starting point in creating a marketing mix. TRESemmé sells a lot of products that have to do with hair care. People exchange money to get these products. For example, TRESemmé's shampoos are usually around 5 dollars, so the customer will have to pay 5 dollars to get the product that they want. In order for TRESemmé's selling for these products to keep going, they will need to have a good seller image, manufacturer reputation, and a good way for consumers to believe others will view the product that TRESemmé is trying to sell. It is all about the marketing process.

                   There are different types of Consumer Products. Products can be classified in different ways, such as business (industrial) or consumer products, depending on the buyer's intentions. TRESemmé  belongs in the "consumer products" group since their products are bought and used to only satisfy an individual's PERSONAL wants. TRESemmé cannot be put into the category of selling business products because their products are not used for business offices, etc. TRESemmé's products are marketed to different target markets and tend to use different distribution, promotion, and pricing strategies. TRESemmé's products can be known as a Convenience Product because their hair products are inexpensive and merits little shopping effort. It is also easy to buy because they are usually in drug stores and supermarkets such as Duane Reade, CVS, Rite Aid, Pathmark, etc. and are right on the counters.

                   Companies rarely sell a single product, they usually have a variety of products to choose from so the customer will decide on other items to buy from them if they are not interested in a specific one. An example of a product item are TRESemmé's shampoos, it is designated as a distinct offering among the company's products. An example of a product line are TRESemmé's different sizes and shapes of hair products. An example of a product mix are all of TRESemmé's hair products small size, big size, different bottle, etc. all in one. TRESemmé has a product mix width that are a number of product lines it offers, and they also have a product line depth which are the number of product items in a product line that TRESemmé sells. 

                       A brand is a name, term, symbol, design, or combination thereof that identifies a seller's products and differentiates them from competitors' products. TRESemmé has their own brand name which is "professional affordable". The main purposes of branding is product identification, repeat sales, and new-product sales. TRESemmé is their own brand and people know this brand specifically for hair products, this is why branding is very important so people will be able to differentiate on products they are willing to buy. Brand equity is the value of a company of brand name, TRESemmé is well-known brand for hair products being cheap and affordable and is know for that purpose, but TRESemmé is not really known as a high brand equity. Global Brand is a brand that obtains at least a third of its earnings from outside of its home country and is recognizable outside its home case of customers, TRESemmé is a well-known brand in different countries because they are used in salons located in the United States, Canada, United Kingdom, and Asia. Since TRESemmé is a well-known brand and works very well for its consumers, they have a great brand loyalty since many people choose TRESemmé over other shampoo brands because of how cheap it is and it works great.

                    Packaging is an important aspect in marketing. It holds contents together and protects goods as they move through the distribution channel. The three most important functions of packaging are to contain and protect products, promote products, and facilitate the storage, use, and convenience or products. The fourth function os packaging that is becoming increasingly important is to facilitate recycling and reduce environmental damage. TRESemmé packages their products really good, depending on what is it in. A way that TRESemmé promotes their products are by adding color, designs, and words to their packaging. Having a package that is easy to open is close is a must! TRESemmé is starting to make their shampoo and conditioner bottles with less plastic to help the environment, which attracts consumers to buy their shampoos and conditioners because they feel as if they are helping the environment in a way. Having a persuasive label on the packaging is important because it attracts the customer, TRESemmé has the label of "Used by professionals" and "Professional affordable". 

                     There are certain global issues in branding and packaging when a company tries to sell their products in different countries. TRESemmé must make sure that first they have their brand name everywhere in different countries so people will be more familiar with the brand. They must also make sure that the words that they use to advertise their products like shampoos, conditioners, etc. have a language that other countries would be able to understand. They then must have different brand names in different markets.

Chapter 17 - Personal Selling and Sales Management

               A Sales Promotion is marketing communication activities, other than advertising, personal selling, and public relations. It is basically the purpose of a short-term incentive that motivates consumers or members of the distribution channel to purchase a good or service immediately, either by lowering the price or adding value to a product. TRESemmé would usually lower the price of their hair care products to attract their target market, which is known as consumer sales promotion. Another thing they would do to attract their consumers is to add more benefits to their hair care product which will make their consumers wonder if the benefits of the product is good, making them buy the hair care product out of wonder. TRESemmé's products for trade sales promotion would be targeted to their wholesaler's and retailers. There are several types of consumers that TRESemmé's consumer sales promotion must know of because of the competition  the price buyers (people who consistently buy the least expensive brand), brand switchers (people who buy a variety of products in the category), competitor's customers (people who buy a competitor's product most or all of the time), and loyal customers (people who buy your product most or all of the time). 

                      In order for a sales to be a success, TRESemmé must know how to make it more convenient for consumers to buy their hair products. Using coupons and rebates is a great idea because coupons will attract the consumer to buy a hair product from TRESemmé since it is on sale; also if a consumer buys one of TRESemmé's products and realizes that they don't want it anymore, they can return it back if they haven't opened it or used it. TRESemmé uses a premium for some of their products for example, if a consumer buys a shampoo, there are deals where they can get a free conditioner along with it. Who wouldn't buy a shampoo if they can get free conditioner with it too? Sampling is another thing that TRESemmé does with its products. They have small bottle of their gels, shampoos, conditioners, etc. and they give it to customers that are willing to try them out. If the customers ends up liking it, then they are more likely to buy the product from TRESemmé. Point-of-Purchase Promotion is used when TRESemmé wants to advertise their products in the most effective ways. They usually display the most attracting products in front of a shelf to attract their consumers. Online sales promotion is what TRESemmé does in their website. When a customer buys something online, puts it in their shopping cart and is almost ready for checkout, they can first put in a promotion code to get some percentage off of the products they want to buy.

                 Personal Selling is a situation involving a personal, paid-for communication between two people in an attempt to influence each other. TRESemmé uses this sales technique for their new goods and services. In order for TRESemmé to make this work, they must live up to their customer's needs of the product that they are looking for, and explain to them the product's basic advantages, and propose the exact features and accessories that will meet the client's needs. Lying is not a good option for this situation because if the customer wants to return the product, the retailer's commission will go down.

                   
                 TRESemmé must be aware of relationship selling to sell their products easily. They must focus on the key ingredients in identifying prospects and developing them as long-term satisfied customers. TRESemmé would need to build long-term branded relationships with consumers and buyers so that they can build mutual trust between the buyer and the seller.  If the consumer is planning on buying one of TRESemmé's product, they most likely will if they have a sense of relationship with the company. It costs businesses six times more to gain a new customer than to retain a current one, which counts for TRESemmé too. TRESemmé would need to let their customers know as much as they want about the product without lying about anything.

                   Of course, there are several steps needed in the Selling Process knows as the sales cycle. TRESemmé needs to:

1. Generate Leads
2. Qualify Leads
3. Approach the customer and probe needs
4. Develop and Propose Solutions
5. Handle objections
6. Close the sale
7. Follow up

There 7 steps are very important because they lead to the final purchase of a consumer buying a product from TRESemmé. TRESemmé must have all these 7 steps in order to be able to sell their products efficiently to their customers.

Chapter 16 - Advertising, Public Relations and Sales Promotion

             Advertising helps a company sell their products easily. TRESemmé has their products advertised all over the place such as the internet, television, newspapers, billboards, department stores, etc. Since TRESemmé uses advertising a lot in order to sell their products, their marketers have to choose their budgets wisely since advertising can cost a lot and it is definitely not for free. TRESemmé actually spends less than other new incoming brands like Jergen's since TRESemmé has already captured a majority of their target market and they only need to basically remind customers of its products by advertising new things they make in the future. Advertising effects consumers' daily lives by informing them about the products and services that (for example) TRESemmé has and having it influence their attitudes, beliefs, and most importantly their purchases. 

            There are several major types of advertising which determines the type of advertising a firm uses. TRESemmé uses product advertising which is basically a form of advertising that promotes the benefits of a specific good or service. For example, TRESemmé's Split Ends Remedy shampoo helps cure the unwanted disaster of split ends! No one wants split ends because it is a sign of dry and damaged hair, which leads having to cut your hair so new, healthy hair can grow back. Not everyone wants to go through that and they would rather find a cure for their split ends, which will make them choose a type of shampoo to help cure them. This is one of TRESemmé's most famous shampoos because it actually helps and it is advertised a lot on television since the majority of people in our society suffer from split ends. It is also one of the cheapest split end remedy shampoos that you can get from your local department store, drug store, etc. Consumers will automatically try to look for the cheapest and more effective shampoo so they will turn to TRESemmé's Split Ends Remedy shampoo. This can also lead to competition for other hair product companies.

              If a company wants to advertise, they will need to have a creative decision. An example of a creative decision by TRESemmé would be the way they design their advertisements online. They show a woman in a picture or video and exaggerate how glowy and healthy their hair looks which will have the consumer believe it will be a benefit to them. It is obviously photoshopped, but it catches the eye of consumers because of the perfection the video or picture holds, in which a consumer might have an ideal-image of themselves. TRESemmé is actually on the trend of making an online advertising banner that really will stand out to their customers, consumers, and target markets. 

           If TRESemmé has their products advertised on the internet or television for it's benefits, then that will be an example of having media decisions. Having focus on the targeted audience is a source of gaining a public relation with them. TRESemmé will most likely engage with a consumer who is very interested in their products, which will lead them to buying more and more from them since the consumer will be gaining a relationship with the retailer of TRESemmé.

               Having a sales promotion is a MUST for any company. This promotion targets the consumer or members of the distribution channel to purchase a good or service immediately, either by lowering the price or adding value. Since Advertising offers the consumer to buy; sales promotion offers an incentive to buy. For example, you may see many of TRESemmé's products in drugstores such as Rite Aid and Duane Reade. Both of these drugstores have sales on their items and sell TRESemmé products because they are multi-channeled. The only difference is that Rite Aid sells TRESemmés' products at a more considerate price and they have better sales with discounts other than Duane Reade. Rite Aid also has a reward card and so does Duane Reade and you get points each time you make a purchase in those stores, but it is easier to get rewards with your points in Rite Aid other than Duane Reade because it takes longer to get up to the points you need in Duane Reade.

               There are several type of tools you will have to use in order to get a consumer sales promotion. Having a coupon or a rebate is a great way of saving money to buy a product you want for a cheaper price. TRESemmé gives out coupons and rebates for their products so that consumers will have the idea of purchasing them more. Who doesn't like to save money anyways? Premiums are a smart choice to make. TRESemmé sells their products in Rite Aid and usually they have the saying of "buy one, get one free" or "buy one get one half off". This actually encourages consumers to buy that certain product because it's like getting a 2 of them for buying it at one price or it's like getting 2 of them with one of them having a half price off. Loyalty Marketing Programs reward loyal consumers for making multiple purchases, which actually builds long-term relationships with the company and its key customers. TRESemmé performs this when you buy their products a lot, they may give you a free item of theirs. This is why consumers usually join reward programs, for its benefits. Contests and Sweepstakes are promotions in which participants use some skill or ability to compete for the prizes. For example, there is a group on facebook that is called 'Free Samples and Freebies', sometimes TRESemmé puts up one of their product that they will be giving out for free to whoever wins it, it can be a shampoo, conditioner, gel, hairspray, etc. Sampling is a very wise choice to make when a company is willing to sell their products even more. Usually, TRESemmé would send samples to consumers' homes of their shampoos and conditioners and consumers would try them. If the consumer actually ends up liking the shampoos and conditioners  chances are that they will buy this product at the drugstore themselves. If it weren't for that sample, that consumer will probably never have known about TRESemmé's products! Onlines Sales Promotion is when a company has a product up for sale online. TRESemmé has sales on their websites and many other TRESemmé-advertising sites, and since they are on sale, there is more of a chance for consumers to buy them. It may say "20% off every TRESemmé shampoo" or "50% of entire gel and hairspray section", it really just depends on what TRESemmé wants to put on sale for consumers to purchase.

                      In order to actually be in the selling process, there are required steps that the salesperson will have to take first.

• Step 1: Generating Leads: There must be communication between the potential buyer and the salesperson. The salesperson of TRESemmé will have to build a relationship with the buyer which is how the buyer will be encouraged to buy their products.
• Step 2: Qualifying Leads: This is when a prospect shows interest in learning more about a product, the salesperson has the opportunity to follow up, or qualify, the lead. When a consumer is interested in a product, the salesperson of TRESemmé will have to keep them informed more on the product and influence them to purchase it at the SAME TIME.
• Step 3: Approaching the Customer and Probing Needs: Before approaching customers, the salesperson should learn as much as possible about the prospect's organization and its buyers. This is where TRESemmé will have to satisfy their customer's needs at the right time and at the right place. The salesperson of TRESemmé will have to do their own research and be prepared for any question from their customers.
• Step 4: Developing and Proposing Solutions: Once the salesperson has gathered all the information, the next steps is to determine whether his or her company's products or services match the needs of the prospective customer. TRESemmé will have to ask questions to their customer to see if the product they want is right for them, as if they need it or not or if they need something else.
• Step 5: Handling Objections: This is when the prospect often raises objections or asks questions about the proposal and the product. TRESemmé will have to be ready to answer of of the prospect's questions.
• Step 6: Closing the Sale: At the end of the presentation, the salesperson should ask the customer how he or she would like to proceed. When the customer is sure of buying the TRESemmé product and all their expectations are met, the salesperson can go ahead and close the sale.
• Step 7: Following Up: The final step of the sales process where they must make sure that the delivery schedules are met, goods or services perform as promised, and buyers' employees are properly trained to use the products. TRESemmé will build a relationship with this customer if this final step is made because it will keep the customer happy and satisfied and it will make them keep coming back for more.