Ch 18 Sales promotion and Personal selling

       When it comes to sales Transit center is focused on relationship selling. After the sales Representatives get the company to enroll in Transit center services "closing the sale" they follow up the company to ensure the company is introducing the services or enrolling their employees. The more employees enrolled the bigger tax break on payroll for the company. The company saves money and so does the employees on their pre tax benefit. The sales representative may also want to make sure that the employees of each of the companies understand what Transit center is and what benefits they have after enrolling. They may come to the company and do presentation about their services, to help the employees understand Transit Center system.


       Sells promotion is not really the focal for Transit center. As mentioned before Transit Center does not offer rewards for companies except that it helps save the employee and the employer money. However they can order extra TransitChek products for family members and friends, as long as it is through the employee as a TransitChek participant and within current IRS monthly limits. TransitChek benefits can also be used for transit trips other than between work and home, for example weekend getaways and sporting events. This expanded use of TransitChek does not apply to commuter parking benefits. Since this company already offers benefits it is not necessary to have to create loyalty program, frequent buyer programs rebates, etc. This company is a non-profit company that uses the money to operate the company and provide services for it's commuters. The commuters already recognize that they want to save money. When commuters hear the word "save" they are already entice to learn more about the service or enroll. Therefore Transit center does not have to introduce sales promotions to persuade commuters. The sales representatives is left to build relationship between companies who are already enrolled.

Even though this company does not have a loyalty marketing program, in a sense the commuter is rewarded because Transitchek card provides tax free-savings nationwide as a part of its benefit program. The card has made it easier and more convenient for it commuters to use their tax free dollars to pay for transit which is rewarding in itself. At the same time Transit center offers this prepaid Transitchek visa card that the commuters can use and Transit Center can also market it's brand.