Chapter 18 Sales Promotion

Avon uses consumer sales promotion because what Avon does is that they have gift sets that they sale. In the gift sets they have a spray and other products such as lotion and a shower gel. The spray equals the value of the gift sets by itself. Avon objectives are to sell the perfumes and sprays that are their best sellers. When a new product comes out their goal is to get many people to try it and if they like it to buy that specific product. Avon does give discounts and coupon codes on coupon gurus its a website that I found while I was looking up information about Avon. Avon does to premium's.Sometimes they offer you a deal that says buy this product and get this product for free. Avon uses sampling by giving out free samples if a customer wants to try a product. On Avon's website and the coupon gurus websites they give you codes that you need to use so you can get a discount this is a example of point of purchase display. Avon also uses this at a few store's.
        What some Avon representatives do is that when they get a new customer they give that person a free gift as a thank you for ordering. Also what some Avon representatives do is that if they have a customer that has over a $50 order they will give that customer a free item for ordering so much. What Avon does is that if you are selling Avon you can get better deals on the products and see the new products before anyone else. While selling Avon it is good to have a good relationship with your customers talk to them about products they like or want to try this is a example of relationship selling. Avon uses the seven steps in the sales process to help them out. Those steps are generating leads, qualifying leads, approaching the customer, developing and proposing solutions, handling objections, closing the sale and following up. Each Avon representative does these steps in their own specific way.
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Chapter 17

Avon is  part of advertising response function because this year they noticed a difference. This year they are doing more advertising and noticing that they are getting more representatives and customers. On Avon's website they have product advertising they tell you about the product. Avon does to advertising campaign on T.V. they have a commercial and in it they say how Avon can fit in to your schedule because Avon is very flexible. Avon medium's is some of the news channel like channel 2 and 4. Avon uses T.V and outdoor media's.  By outdoor media people tell each other about Avon and the  benefits. Avon uses reach because at different times during the day Avon's advertising comes up on T.V. Avon sponsors Breast Cancer and go green for the environment. Avon sells bracelets,umbrella's and pins to support breast cancer and that money goes to a foundation.

Chapter 15 Retailing

Every retail store has their own way of greeting customers when they walk in. Some people say hi how are you may I help you with anything today. Others say their name and if there is anything I can help you with let me know. In some retail stores you may feel like your being followed that's not a good feeling cause that may cause a person to leave. The people at the retail store I went to were nice they greeted me right away. The person I asked a question to gave me a answer right away and it was helpful. Another person helped me find something I was looking for. My experience was good I had no problems. I had a few questions to ask and they got answered which was good. I was looking for something specific and in a specific color and they looked up the information in the computer to see if they had it in stock or when they were getting new stock on it.

Chapter 6 Decision Making

Avon has used some celebrities to help them sell products. Some celebrities are Fergie and Reese Witherspoon.  Avon uses internal information search's  because when a customer buys a product and they want to reorder that product but don't remember the name Avon can look back in their records and see what that person ordered and order it for them. Avon uses both door to door sales and brochures to advertise its products. Avon uses involvement in their products by seeing what things sell and what things don't sell. When products sell good Avon will order more of that specific item. What doesn't sell Avon will not order as much of. Avon has a few values such as Trust which  means they want to live and work in an environment where communications are open, where people feel free to take risks, to share their points of view and to speak the truth as they see it. Trust people to do the right thing. Respect helps us to value differences, to appreciate each person for her or his unique qualities. Belief. Trust associates that will take responsibilities and be the very best they can be. Believe in someone and show it and that person will move mountains to prove you’re right. Humility. Avon makes mistakes just like everyone else they are not perfect. When they make a mistake they fix it. Integrity. Avon  fulfill's  a duty of care, not only to their Representatives and customers in the communities they serve, but to their colleagues and themselves. Avon has different products for different age groups. Avon has products for both men and women and Avon sells to both groups. Avon's perception is to sell products and help the environment at the same time. Avon is now using recycled paper to help go green. Avon's motives are to help people find products they like and tell people about it.