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1) |
Introduction (3-5 minutes)
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a) |
Personal introduction |
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b) |
Objectives of Lecture |
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c) |
Introduction
of other Vector Marketing guests (with
professor’s agreement) |
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2) |
The Direct Sales Industry (5-7minutes) |
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a) |
Direct sales as a distribution channel |
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b) |
Definitions |
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c) |
Benefits to the consumer & company |
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3) |
CUTCO Demonstration (15-20minutes) |
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4) |
CUTCO Sales Process (12-15minutes) |
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a) |
Seven steps to a sale |
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Elaborate on building rapport
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b) |
Pricing strategy and customer incentives |
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Comparable in price to high quality cutlery available in retail stores, but with features and benefits which are superior.
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c) |
Why CUTCO is sold direct? |
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d) |
Marketing methods |
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Referral program
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Service Calls
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Catalog
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e) |
Effectiveness of Vector’s marketing approach |
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Volume and market share
"We are the largest manufacturer and marketer of kitchen cutlery in the entire United States"
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Academic community recognition (refer quickly to three or four college textbooks)
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Relationship with college and universities (internships, co-ops, Academic Advisory Board, AESME) |
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5) |
Vector
Marketing / CUTCO Cutlery (6-8 minutes) |
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a) |
Vector sales and management force |
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b) |
Compensation and advancement opportunities |
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6) |
Student Questions (5 minutes) |
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a) |
Questionnaire |
