Shareholder Fees Sales Loads Funds that use brokers to sell their shares typically compensate the brokers. Funds may do this by imposing a fee on investors, known as a "sales load" or "sales charge load "which is paid to the selling brokers. In this respect, a sales load is like a commission investors pay when they purchase any type of security from a broker. Although sales loads most frequently are used to compensate outside brokers that distribute fund shares, some funds that do not use outside brokers still charge sales loads.
I once sat in on a company's internal sales seminar and listened as the head of marketing announced, "It's my belief that most people don't read sales and marketing literature.
As a freelance writer and marketing professional, I still find both the comment and the applause rather unsettling. The truth is, I don't read the majority of direct mail postcards, emails and sales letters that I receive, either.
But, occasionally, an exceptional piece filled with truly thought-provoking information filters its way to the forefront of my attention. I become absorbed in the sender's message, because it's authentic and clearly addresses a desire or need I actually have, or generates a new one!
So, a more accurate statement by the marketing executive might have been, "People don't read most sales and marketing literature. The good news is that despite "information overload," buyers still need information to help them make the right choices.
By incorporating some of the tips below, you and your marketing staff can produce pieces that will stand out from your competition's—and guide the buyer to the close of the sale. Do you really know your prospect?
The confidence gained by truly knowing the people you're speaking to will transform your marketing collateral. You cannot create authentic sales literature if you don't know whom you're talking to. While this seems patently obvious, the disquieting truth is that if you ask most marketing department employees to write three paragraphs vividly describing a typical prospect, the majority would find writing one detailed paragraph a stretch.
Worse, many would envision the dread broad demographic: By far the best strategy that worked for me when I worked in corporate marketing departments was to literally "dial in" to prospects. I'd schedule regular times to listen in on sales calls with prospects and customers—and write down every single question that was asked, and the salesperson's answer.
If marketing employees devoted even a quarter of the time to doing this each week that they do to checking and answering their emails, the gap between sales and marketing would quickly close.
Here's another instant gateway to the mind of your target prospect: It's surprising how many people still don't take advantage of this free, invisible entrance into the prospect's workplace. I suggest you do—regularly. Every day, in fact. You'd be amazed at how much knowledge you pick up, including industry terms and jargon that you can incorporate into your sales literature.
Remember, authenticity is the end goal. A word of caution: You'll quickly get booted off, and very likely find your company's products boycotted by users of that forum.
Another way to keep your pulse on the prospect's ever-changing needs—and address these in your sales literature—is to form a product advisory council made up of existing customers. This is an excellent marketing strategy that lets you keep abreast of new trends in your prospects' respective industries and maintain exceptional customer relations.
Now how do you get their attention? Actually, getting a prospect's attention is only part of the equation. The real struggle is holding it. Here are some copy tips that can help you do both: Make your copy easy for the reader to stay focused on.
Determine, and then follow, a structure style.Jordan Scott is the Content Marketing Manager at Xactly. She attended The University of California at Santa Cruz, and received degrees in Literature and Education.
The typical sales compensation plan is made up of two parts: fixed base salary and variable commission. A sales rep’s base salary is.
On-line sample flow sheets available. Individualize flow sheets for each resident. Add Care Plan approaches to CNA Flow Sheets. Technical Support & Training.
The OBRA e-z Help Desk is staffed with an RN with over 14 years of MDS and transmission training experience. Dec 13, · Sales literature: Where to include it.
It is generally a good idea to include specific pieces of sales literature and collateral as attachments or appendices to your plan.
Examples would be copies of advertisements, brochures, direct mail pieces, catalogs, and technical specifications/5(17). This business plan is for an expanding dry cleaning business. The business has been franchised in numerous locations. The owners feel that there is room for even more expansion, as the plan indicates.
Good sales literature and tools are tightly integrated with your sales process. Rather than inundating a prospect with all of your information at once, break that information into distinct pieces that answer a prospect’s key questions at a specific stage in the process.
International Business Tours business plan is a good example of an entrepreneur taking advantage of a business opportunity arising out of newly accessed markets.