Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 WELCOME TO ENTREPRENEURSHIP CLASS Week 6 To be a great impact to the nation by being a.

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1 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 WELCOME TO ENTREPRENEURSHIP CLASS Week 6 To be a great impact to the nation by being a university that creates entrepreneurs with excellent character

2 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 E Selling What ? Who ? How ? Why ?

3 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 E-Selling is.. Menjual haruslah bertujuan untuk membantu pelanggan untuk mengidentifikasi masalah yang terjadi Memberikan informasi penting yang dibutuhkan untuk memecahkan masalah, dan Memberikan layanan purna jual (after sales service) untuk memastikan kepuasan jangka panjang (Weitz, Castleberry, & Tanner, 2009, p. 4)

4 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 What to sell ?

5 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 f eature b enefit a dvantage

6 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 FAB Example

7 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 “Sepeda motor ini menggunakan mesin buatan Jepang sehingga dipertanggung jawabkan garansi ketahanannya yang tentunya pada akhirnya akan menghemat uang dan waktu anda”. F : mesin buatan Jepang A : garansi ketahanannya B : menghemat uang dan waktu

8 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 Then what is the benefit of you and your product ?

9 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014

10 Who are my customers ?

11 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 Primary Characteristics of Market Segments Business Markets IndustrySizeLocationOrganizational structure Consumer Markets Age / IncomeEducationProfessionLifestylesMedia habits

12 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 Sumber eksternal 1.Referensi 2.Buku direktori, contoh: yellow pages Sumber internal 1.Self-networking: on-line & off-line how to get potential customer based on your market segment criteria?

13 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 Kenali kebutuhan dan relevansi calon customer / donatur dengan produk/jasa yang anda jual dan benefit dari produk tersebut

14 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 Challenge your selling communication skill based on who are you talking to Initiator Influencer Decider Buyer User Akan sangat membantu sekali jika mengetahui dengan siapakah anda berbicara, sebab komunikasi penjualan akan lebih tepat sasaran

15 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 Who are your potential customers ?

16 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014

17 How to sell ?

18 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 1) Stimulus response selling Salesperson Provides Stimuli Buyer Responses Sought Continue Process until Purchase Decision

19 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 2) Mental states selling Attention Interest Conviction Desire

20 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 3) Need satisfaction selling Uncover and Confirm Buyer Needs Present Offering to Satisfy Buyer Needs Continue Selling until Purchase Decision

21 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 4) Problem solving selling Define Problem Generate Alternative Solutions Continue Selling until Purchase Decision Evaluate Alternative Solutions

22 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 Make Them Buy Often Paket Keanggotaan Follow up saran dan kritik Promosi khusus Garansi Special service

23 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 Kemudahan membayar, pengantaran barang, akses penjual Tawarkan barang yang lebih mahal dahulu Pengalaman unik saat berbelanja lebih banyak Harga special Make Them Buy More

24 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 Sales Promotion Insentif jangka pendek yang diberikan oleh perusahaan untuk meningkatkan penjualan. Perusahaan sering melakukan hal ini untuk membuat pelanggan lama semakin loyal dan menarik pelanggan baru untuk coba membeli produk

25 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 Why the customer should buy from you instead of others ?

26 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 Why do consumers buy a product?  Due to need.  As a social status symbol.  Or for gifting purpose. Why do consumers not buy a product?  Lack of requirement.  Financial constrains linked to cost.  They don’t like the taste or style. When Do Consumers Buy Products and Services?  During the Festive Season.  For a Birthday.  To commemorate Anniversaries.  Or during marriages and special occasions. In general…

27 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 Then why do some customer having loyalty to one specific sales or brand ? Banting harga ? Hmm.. Ternyata ini bukan solusi Yang di cari customer

28 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 The most important thing to win your customer heart and gain their loyalty: Kemampuan membangun hubungan dan kepercayaan (build trust) Ciptakan nilai tambah yang kreatif dari anda (Create benefit and experience)

29 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 "If a customer has to call customer service, then something has gone wrong with their experience."

30 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014

31 Bad Experience will make you loose 1 customer ? WRONG !!

32 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014

33 Create Happy Customers

34 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014 Pikirkan dan tuliskan strategi anda membangun hubungan baik dengan customer dan cara kreatif melakukan penjualan atau mencari donatur

35 Entrepreneurship 1 THE GROUND BREAKER, Universitas Ciputra, 2014

36 This module is created for courses in Universitas Ciputra and it is intended to be used as a teaching material module, any reproduction is not permitted without authorization Thank You