BEAUTY THERAPY

ASSIGMENT ONE
Skin care have promotion method by way of make a blog, serve advertisement on tv
and they also make a poster. Within their media promote they can attract many customer to try
their product or treatment. And with their media promote they can more known people. In
addition to a media campaign to attract customers skin care also equip employees on
knowledge of product and treatment provided by skin care. Knowledge of product and
treatment for their employee have function for explain to customer about outlines the
advantages and disadvantages of each product and treatment. And the employee can give
feedback to customer for choose product and treatment which match for their needs a face.
Communication techniques in the promotion also have an important role to attract attention of
the customers. The kind of communication techniques is
1. Identify the intended audience
2. Determine the purpose of the communication
3. Designing a message
4. Select the communication channel
5. Determine the total promotion budget
6. Making decisions on the promotion mix
7. Measure the results of the promotion
8. Manage and coordinate the process of integrated marketing communications.
Communicate product knowledge will prove to be quick and effective and promote
excellent customer service by focusing on the customer's expressed specific needs.
Feature is when we talk about the characteristic and when we talk about benefit,
benefit id function of that picture, for example : import bag have a handle (feature), and that
have function easier our when carrying. But example for beauty therapy is modern
technological tool (feature) and it have function make our face more fresh look and the result
is more maximal. Product feature is an actual, physical property or function of the product. It
is something about the product or inherent in the design that is beneficial, but is not, in and of
itself, the benefit. Feature is a characteristic of a product or service. All products and all
services have features. Characteristics that describe what they are. It's that simple. Features
will always answer the question, What is it? or What does it have?. For example : It has

UV protection, It has SPF 50++. Think of product features as product characteristics or

specifications. A feature is something you can find listed in a description, plan or design.
A products benefit results from the feature. It is what is in it for the customer. In fact, the
product benefit answers that most crucial of questions consumers have Whats In It For
Me?. In other words, that durability lends a benefit to the consumer in that the clothing will
last longer, therefore they will need to replace the clothing less often and will save money and
time in the long run.
A Benefit Statement appears to be exactly the same as an Advantage Statement. It
also explains what a Feature means or does, but with one major difference. A Benefit
explains how a Feature of a product or service will answer a specific need expressed by the
customer. Yet another mistake made by salespeople is to 'spray' customers with a long list of
irrelevant Advantages. How would you feel if you were the customer? You can imagine
what's probably going through the customer's mind at that time, "Another sales pitch, I don't
need it to add the totals!" Yes, this egregious strategy can actually cause Objections to the
sale. Now why would anyone want to cause objections for themselves?. Think of a benefit as
why a product is good. A benefit is something you would list in sales or marketing material,
the reason why your customer should buy, not what they are buying.
In addition to some of the above factors as the seller must be able to recognize the signs
purchase.
Verbally interested prospects will :
1) give a positive comment
2) ask technical
3) requesting clarification and detailed.
Nonverbally can be observed by means
1) leaned forward
2)began to friends
3) see product
4) count with pen or calculator
5) always nod and
6) asking the residence (Tan, 2010:72) .

In the trading process there are laws that govern, such as in The USA laws like
Antitrust Act (1890) and Clayton Act (1914) prohibit the pactice of monopoly. UU number 8
year 1983 about value added tax goods and services and related implementation rules.
Sales techniques are reviewed prior to sale.
Sales techniques is :
1. repare sales
2. Find prospective customers
3.Ask
4.Get Commitment
5.Expand horizon
6.After the first buying (Ashton, 2005:8).
Improvement in sales techniques according to (Suharyadi, 2007) is increase
advertising,increase unit sales, add location and sales staff.
Order sales techniques goes smoothly it is necessary method for evaluating sales
techniques, such as :
-Test Marketing stage
-Interview conversation with customer
-Price comparison
-Customers panel and analysis of the intensity of choice.
How to set and approve the target is very important because it will help speed up the sales
closing sales and customers in accordance with the desired.
Stages in sales that can be practiced salesman or salesman in the sale of goods or
services which are: Prospecting and qualifying Preapproach Approach
Presentation and demonstration Overcoming objections Closing Following up and
maintenance.
1. Prospecting and Qualifying. The first step in selling is to identify and qualify prospects.
Historically, most companies will give you the task of finding this leads to their sales force.
2. Preapproach. At this stage, salespeople need to learn as much as possible about the
company prospects (what is required, who is involved in the purchase) and the buyer of the
prospect (how personal character and model of purchase).
3. Approach. Salespeople need to know how to greet shoppers to get the relationship as a
good start.
4. Presentation and demonstration. At this stage, a salesperson tell you about the product to
the buyer, using the formula AIDA (attention, interest, desire, action).

5. Overcoming Objections. Customers usually always expressed objections during the

presentation or when asked to order. Objections may consist of price, delivery schedule, or the
characteristics of the product or the company. To overcome this objection, the salesperson
maintains a positive approach.
6.Closing. Some salespeople can not reach this stage or do not do well. There are several
techniques to close the sale. a. They can ask for the order b. Summarizing the points approvals
c. Offer to help sekretasisnya write order d. Inquire if the buyer wants the A or B e. Make
customer to make minor choices such as color or size f. Shows what the customer would miss
if the order is not done now . Salespeople can offer stimulation to close the sale, such as
special pricing, extra quantity, or prize to be had.
7. Following up and maintenance. Required to measure customer satisfaction and repeated
business.
In addition to the above factors the company managers of Skin care must be able to
manage client expectations, such as : a. Finding the basic needs of customers. b. Finding out
what exactly the expectations of customers, so that they would come back to us. Always pay
attention to what the expectations of customers, doing what is expected to exceed the
customer, so that customers feel happy.
What we need to understand is that people do indeed tell us when they are ready to
buy, but we simply don't read the signals correctly or respond appropriately. The truth is that
people give us buying signals all the time, and our only challenge is to recognize and respond
to them.
Here are some signals to recognize:
1.Repeating a question that has been answered fully already, or asking the same
question twice in rapid succession.
2. Asking a question that indicates they picture themselves working with you, such as
your process.
3. Asking for a sample of your services.
4. Making positive noises.
5. Asking "chicken" questions, or questions that force you to deal with a limit that
you've set, such as minimum commitment or price.
6. Any comment or question about price.
7. Asking for references.

8. Asking for your professional guidance or opinion.

9. Mentioning a negative experience with a previous vendor.
10. Asking a question about starting or timing.
When you sell a product to a customer, you are entering an agreement or contract with
them. Under the Sale of Goods Act 1979, a customer has legal rights if the goods they
purchased from you do not 'conform to contract' - ie if they are faulty.
How to comply with the law. Under the Sale of Goods Act, in order to ensure your
products conform to contract, they should: match their description - by law, everything that is
said about the product must not be misleading, including whether it is said by a sales assistant,
or written on the packaging, on advertising materials, in-store or in a catalogue be of
satisfactory quality - including being of an acceptable appearance, free from minor defects (eg
marks or holes), safe to use, durable and in good working order be 'fit for purpose' - ie if a
customer states (or when it should be obvious) that an item is wanted for a particular purpose,
even if it is a purpose the item is not usually supplied for, and you agree the item is suitable,
or do not say it is not fit for that purpose, then it must be reasonably fit. You can also see the
page on supplying satisfactory and safe goods and services in our guide on how to comply
with the law in the provision of goods, facilities and services and our guide on the Sale of
Goods Act.
Evaluating Your Sales Techniques. Like any serious effort to make positive changes in
your life, changing how you sell begins with an honest assessment of your current skills. Until
you admit that you could be doing something better and then identify that something, you
have no idea what you need to work on.
1. Taking a sales skills assessment test. A sales skills assessment tool can help you
evaluate your knowledge of the selling process and identify your strengths and
weaknesses. The assessment service analyzes your answers and delivers a report
highlighting your strengths and weaknesses.
2. Gathering insight from colleagues. If you work around other salespeople, they may
see your interactions with clients, either over the phone or in person, and they usually
form an opinion of how you handle various situations. encourage your colleagues to
open up by asking them to provide you with honest feedback.

3.Collecting customer feedback. They can usually purchase whatever they want from
three or four other people, but they chose you (or didn't choose you) for some reason,
and you should know why. And when you want to know why, ask. Whether someone
chooses to buy from you or not, try to find out what went into the decision and how
your sales presentation affected that decision.
4. Listening to the boss. The quality of feedback from a manager or supervisor can
range from totally clueless to remarkably perceptive, so don't blindly follow your boss's
advice. Consider discussing your proposed personal improvement plan with your boss before
your annual review and requesting your manager's support in achieving your goals.
The importance of reviewing selling technique :
1. To help evaluate about the sales process and identify strengths and weaknesses.
2. Determine the error on the sales techniques that have been done.
Effectiveness of Advertising to a Target Audience. Once your
marketing strategies identify the target audience for your products, you
can use equally targeted advertising to deliver the right promotional
messages to prospective buyers.
1.Identifying Your Target. With separate advertising targets and
buyer populations, your marketing effort must reach the influencer.
When the two populations coincide, your advertising task becomes
less complex.
2.Messaging Through Appropriate Media. To get your message in
front of the people who will view or hear it receptively, you must go
where you can reach your target audience.
3.Measuring

Results. To quantify the results of an advertising

campaign, you can build tracking mechanisms into the ads

themselves.
4.Other Considerations. Every advertising medium offers specific
strengths and weaknesses in and of itself as well as in terms of your
approach to your target market.

Sales target should be broken down into different areas

depending on the type of customers being sought:
1. New customers this is the main role of salespeople, to bring in
new customers who have never previously purchased the product or
service.
2. Existing customers its likely that there are product or service
enhancements that you can sell to existing customers, known as
upselling. Upselling is the key to success for many businesses as the
initial sale only has a small margin. It is upselling that is most
profitable.
3.Past customers previous customers should not be considered lost
forever. Set targets to encourage salespeople to pursue past
customers.