Selling Infamous product

Selling is easy if the products are well known by the costumer, but this situation are not always happened to all sales people, in fact many sales people have to sell product that are not famous, it can be new products or selling old product to brand new market or segment.
Facing this kind situation, we have to consider several things before move on selling activity which can be described as follow:

1. Understand the nature of the product
Every product has it nature. And can be find out by following these steps as follow:
Identify the end user, it can be consumer or costumer
Identify where the end consumer get the product and study the route to market for the product
Find proper activity related to product, t is use discount, prize as reward or perhaps display activity
You can learn from your existing area or from your competitor to get the figure.
Result form understanding the nature is potential targeted segment for your product. You can learn more by focusing on this segment




2. Product Display
After selecting the target for your product based on the product nature, create a display in the store. Impulse buying is important for new product and one of the best ways to do it by conduct a display in the store, it will cost you a bit, since you are new and the store space are limited but you have to ensure that your investment pay off by placing your display in most strategic location near product’s direct competitors. That way we will have extra sales improvement.

3. Sales Incentive
Sales incentive is powerful as motivation for sales team and outlets. My suggestions for incentive are as follow:

a. Sales Force
Since it is new product, the incentive is based on number of outlet selling the products; it will spread our distribution faster. Complete your sales force with product knowledge, brochure and product sample to make costumer have clear perception regarding your product.

b. Costumer
For costumer the incentive should base on product selling, give them reward if your costumer could selling the product in certain period of time. This action will make your costumer also become your salesman. If the reward found attractive they will put your product as first priority for their costumer rather than your direct competitor.




Selling infamous product is not easy, but if you could define the product nature then creates activity on potential targeted segment plus incentive or reward for sales force and your costumer then the sales improvement is on the way.