Vector Marketing Guest Lecturing

Below is an outline of a 50-minute guest lecture that can be provided by a Vector Marketing Division Manager. The specific content of the guest lecture can be tailored to meet the objectives of a variety of business classes.

1) Introduction (3-5 minutes)

• a) Personal Information
• b) Objectives of Lecture
• c) Introduction of other Vector Marketing guests (with professor's agreement)

2) The Direct Sales Industry (5-7 minutes)

• a) Direct sales as a distribution channel
• b) Definitions
• c) Benefits to the consumer & company

3) CUTCO Demonstration (15-20 minutes)

4) CUTCO Sales Process (12-15 minutes)

• a) Seven steps to a sale
  • Elaborate on building rapport
• b) Pricing strategy and customer incentives
  • Comparable in price to high quality cutlery available in retail stores, but with features and benefits which are superior.
• c) Why CUTCO is sold direct?
• d) Marketing methods
  • Referral program
  • Service calls
  • Catalog
• e) Effectiveness of Vector’s marketing approach
  • Volume and market share
    “We are the largest manufacturer and marketer of kitchen cutlery in the entire United States“
  • Academic community recognition (refer quickly to three of four college textbooks)
  • Relationship with college and universities (College Bowl, All-American Competition, quest lectures, Cutco in the Classroom)

5) Vector Marketing / CUTCO Cutlery (6-8 minutes)

• a) Vector sales and management force
• b) Compensation and advancement opportunities

6) Student Questions (5 minutes)

• a) Questionnaire