Selling cycle of Nike - assignments PDF

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Selling cycle of Nike Step 1: Prospecting and Qualifying Here are the three consumers Nike is focusing on the most.

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Women - Nike is expanding women's apparel, especially sports bras and tights. Sales of Nike's training and running apparel for women grew by double digits in the last quarter, outpacing the men's business. The company also released a new couture-style collection with offbeat items like skirts and lacetrimmed jerseys. Women in their 20s and 30s are largely driving the "athleisure trend," in which customers buy leggings with the intent of wearing them to the gym, errands, and brunch. Nike says the women's line could add $2 billion in additional sales by 2017.

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Young athletes - Kids who play sports are a growing part of Nike's business, Nike gets young athletes to wear its products through sponsorships with local leagues, clubs, and federations. It also sees partnerships with professional athletes as an important way to draw in young customers. All NFL teams currently wear Nike gear. The brand also has partnerships with scores of famous athletes, including basketball star Kobe Bryant and tennis champion Roger Federer.

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Runners - Much of Nike's innovation efforts are focused in the running category. Despite this focus, the running category isn't performing as well as the brand would like. New running shoes include the LunarTempo, which is designed for distance runners. Nike is also innovating running apparel to better compete with Lululemon, Under Armour, and Adidas. The company also revamped its Nike+ running app. Nike+ lets runners track their route, distance, pace, time, and calories. It also lets them share photos and compare progress with their friends. Nike sponsors grassroots running events around the world to recruit new customers.

Step 2: the pre approach

Nike is a global brand dealing with lots of customers on a day to day basis, they seek out new potential clients by using current trends or celebrities in order to attract customers. Nike also likes to use a variety of advertising methods so that it can send a message and act on the emotion of the client. When Nike advertises they want people to know that when you purchase a product, you get sold a dream that you can do anything and you can feel great. Each country would use a different advertising method based on celebrity status and current economic situations

A Nike advertisement which shows that you find greatness and your abilities are not limited to what you think.

Step 3: the approach Nike shoes are most advance and technical upgraded shoes for advance and professional basketball players. Nike used state of art footwear design and development technique to produce the world-class shoes. Nike used technologies like Nike Hyper fuse Technology, Nike Dynamic Support Technology, Nike Air Technology, Nike Zoom Technology and Nike Lunarlon Cushioning Technology. There are many features that make Nike shoes different from other brands of shoes. Some of these features are:   

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A pair of Nike makes perfect flexibility – Yes, you get the elusive flexibility of shoes from Nike. Nike shoes provide excellent support – Nike shoes comes with a herringbone pattern and a solid rubber, which adds to the comfort and support of users. Nike shoes are lightweight and durable – Despite provides exceptional comfort, flexibility, of Nike shoes are very light. If you buy a pair of Nike shoes for specific sports, you will definitely reap the benefits for a long time. Nike shoes help prevent foot injuries – It is one of the most important reasons for the popularity of Nike shoes. These shoes have features that protect your feet while you are participating in any sport. Shoes reduce the likelihood of catastrophic foot injuries.

There are many models of Nike shoes to choose from. Each sport has specific designs and styles of footwear. This is because different sports have different requirements than shoes. When you buy Nike shoes, make sure you buy the right model that will satisfy you in a particular sport. You can even find the Nike shoes for walking and running activities. Many people buy Nike shoes, even if they do not play any sports. They use their favourite Nike shoes in casual outings and events. Because of so many benefits, Nike sports shoes are one of the best sports shoes available on the market today according to some people.

Step 4: presentation and demonstration It started with a handshake. Two visionaries, Bill Bowerman and his University of Oregon runner Phil Knight, thought they could do a better job of designing and selling shoes to runners. They were right. Today Nike is the world’s leading innovator in athletic footwear, apparel, equipment and accessories. Along the way, Nike helped the world’s best athletes win races, games and championships. And the athletes helped Nike design and market the products and brand that changed the face of sports. Together we continue to push through the boundaries of what is possible. We are constantly at work creating growth opportunities that set Nike apart from the competition and provide value for our shareholders. Nike is many things, a product designer, a consumer goods manufacturer, a brand communicator, and a leader in corporate responsibility, a portfolio of authentic and relevant brands. Behind every corner of the Nike business is a singular focus – innovation. It is our nature to innovate. It is the fuel that powers our performance. When we look at long-term growth, there are eight things that define who we are, what we do, and how we operate to reach our potential.

Nike’s mission statement is, “To bring inspiration and innovation to every athlete in the world.” And as co-founder Bill Bowerman once said, “If you have a body, you are an athlete.” this is how Nike sees the world it defines the endless possibilities for human potential, sets the tone and direction for the numerous long-term growth opportunities we see, and continues to inspire new generations of athletes and consumers.

Sports is a universal language. It transcends cultures, borders and barriers. It’s an enduring passion for consumers and a source of human aspiration and empowerment. Sports teaches us about life – individual effort, teamwork, respect, how to win, how to lose, how to compete intensely and play fairly. Sports inspire, amaze and reward us in good times and in bad. Sports is a great business to be in, and an even better business to lead.

This is how Nike presents itself when doing presentations speaking about the humble beginnings and what they aim to achieve by selling this product.

Step 5: first trial close Most of the time people who generally buy sneakers have a set image or brand in their head that they will actually purchase. It’s not that hard to see why people won’t buy a Nike shoe. Nike shoes grow increasingly popular everyday as a lot of superstars and sports stars use them. In general the only aspect of concern for people is the price of some of the Nike shoes, otherwise it a highly rated shoe worn by almost everybody and it is a common brand.

Step 6: objections Again a customer may have an objection to the shoe based on the price or the size the shoe range is in. here we know that most people who want quality and comfort will opt for the Nike brand. Some may not like the look or the colour of the shoe also so this may influence the not to purchase it. Most of the time if a customer isn’t interested in something its either the fact that they cannot afford it or that he product doesn’t suit their taste, so thinking about it we can see why the person would have an objection against buying the shoe.

Step 7: meet objections

If a customer has any concerns about the product, then the sales person of Nike will point of the benefits that shoe has to offer as well what you can do with the product. The sales persons who work for Nike always remain positive and try to answer all questions. As far as price is concerned, Nike shoes displays the quality that it has by sourcing out the best materials and making sure that shoe is durable and can last a long time as well as perform the set duties it was meant to do.

Step 8: final sales close After having a nice chat with the customer about the type of Nike shoe that he is interested in, the sales person will now bridge the gap and persuade them to buy the shoe buy pointing out the materials that have been used to make the shoe, the popularity of the shoe, which celeb uses the shoe and how you are getting value for your money. By now all this information has caught the attention of the customer and know they decide if the product is worth it or not.

Step 9: the close After hearing about all the wonderful things that the new nike shoe can do for the customer, they then decide to pick out the colour of the shoe and size of the shoe, if the shoe isn’t available in that branch then it will be ordered and the customer will get a notification once the shoe is ready to be picked up.

Step 10: the follow up After the shoe has been delivered to customer, they customer will get a call from the store asking about the product and verifying the details to see if the client has the correct shoe and If it fits properly. Ultimately leading to a happy customer....