Ch. 17 - Personal Selling and Sales Management

 

Mary Kay Ash   provides the opportunity for women to start a work-at-home business selling cosmetic products. 

Mary Kay utilizes the direct-selling process to market and sell its products. Direct selling involves selling a product directly to a consumer without using a retail location to conduct the transaction. This gives a Mary Kay representative the ability to conduct sales anywhere and at any time. Use the resources available from Mary Kay Inc. to sell its products to women in your direct market.

In order to make personal selling, the consultant hosts a makeover party. She sends out invitations to friends, family , referral and any other women who are interested in attending a makeover party. This can help to create a relaxed environment that will help to encourage sales. She exhibits each product on participants  and creates a traditional personal selling with the hosts. She may have enough inventory on hand to cover the number of people attending the party.

Most of consultants set up a personal Mary Kay website. Mary Kay provides its associates with a personal website they can use to market their business. It is another avenue that you can use to sell to women. The website allows visitors to buy Mary Kay products at any time. Place a link to your website in your email address and include the website address on your business cards and any marketing material that you use. Most of selling from website. Mary Kay company refers new customers to consultants base on your address and area the customer needs to get the products.

Attend women's expos. Select expos that are marketing cosmetics and beauty products where consultant can set up a booth at a minimal cost. She uses the booth to showcase Mary Kay

products. For example, give free demonstrations of the products, give away coupons and apply discounts where applicable.

Consultants give away samples. Go to places where women congregate, such as beauty parlors, and give away free samples of Mary Kay products along with their contact information. Whenever possible, get contact information from prospective clients to follow up with a sales call.


Call their most loyal customers frequently to give away free samples and discounts on their products. This can encourage referral business from their customers because they are likely to let their friends and family know the exceptional service they are receiving from you.