In selling, there are three different types of selling. They are consultative, transactional, and strategic. The consultative selling process takes place in which the salesperson determines the problem a customer is having by spending time with the person and trying to solve and recommend a solution that will specifically address that problem. This involves meeting customers’ needs by asking specific questions, listening actively and giving feedback, understanding their problems, creating the appropriate solution, creating a sales presentation, and following through after the sale. To be most successful, a salesperson should think of the sales presentation as a four-part process. This process includes discovering the needs of the customer, …show more content…
After determining what the customer needs, a salesperson has to begin to configure custom-fitted solutions to satisfy these needs (Manning, Ahearne & Reece, 2012). The third step in the consultative sales process guide is to create a need-satisfaction sales presentation. In doing this, a salesperson must communicate to the customer, both verbally and non-verbally, the benefits of the product or service. They will also start making value-adding statements. These statements are used to inform, persuade, and remind the customer of the most appropriate product of service. The last part of the consultative selling process is servicing the sale. According to authors Gerald L. Manning, Michael Ahearne, and Barry L. Reece in “Selling Today”, this is a major way to create value. This part of the process occurs after the closing of a sale. It ensures maximum customer satisfaction and also sets the stage for a long-term buyer-seller relationship. A salesperson may implement this process by including expansion selling, making credit arrangements, following through on assurances, and adequately dealing with …show more content…
Showmanship is defined as an interesting and attractive way of communication an idea to others. In many ways, this can help improve the persuasiveness and effectiveness of a sales presentation. An example of showmanship would be at a classic auto show, where unique products are on display. They may be incising for viewers and people who visit the show. Next, a salesperson must be able to minimize the negative impact of change in a selling process. In some selling situations, the customer may be asked to consider change of some sort. Some may not be open to this. Whenever possible, a salesperson should always try and help the customer view change in a positive and realistic way (Manning, Ahearne, Reece, 2012). The sixth guideline a sales person must follow for a persuasive presentation strategy is placing the strongest appeal at the beginning or end of the presentation. Many researchers believe that appeals made at the beginning or end of a presentation are more effective than ones given in the middle. This allows the customer to get a full understanding of what is being
As the salespeople’s immediate supervisor, it is the primary responsibility of the manager to provide proper training to enhance the salespersons’ effectiveness and improve their skills. Given the importance of having a productive and enthusiastic sales team, the manager needs to develop and manage effective reward and compensation packages to ensure a highly motivated and satisfied sales force. Sales managers also ensure that the company 's standards of professionalism, image, and branding are consistent with the sales team’s interaction with company customers. The manager 's presence also makes customers feel valued as well as provide credibility on behalf of the company (Pilling, Donthu, & Henson,
out the right solutions for that customer. Empathy is one of the qualities that a Customer
Workers have to understand that each customer is unique and therefore they must decide what the best approach to help that customer would be to accomplish full satisfaction from the product(s) customers purchase.
The following six principles would certainly be considered by those formulating an advertising campaign for a new product. An advertising copywriter, and a manager of such a campaign would certainly benefit from developing a familiarity of these principles.
It was the traditional focus for marketing and promotional campaigns. Transactional marketing focuses on attaining individual sales of a product through boosting volume of sales made for a product or service. It hence targets mass markets within a short period. Therefore, this technique invests little in strategies that strengthen customer service and experience of the product (Challagalla, Murtha & Jaworski 420). Also, the types of strategies used in transactional marketing are aimed at convincing the consumer to make the single purchase hence a single point sale strategy. The mass marketing strategies used in transactional marketing include gaining competitive advantage through low-pricing, cutting costs of production, return on investment and investing in market promotion (Challagalla, Murtha & Jaworski 420). Consequently, this marketing technique is focused on application of the 4Ps of traditional marketing mix, which are price, product, promotion, and place. Moreover, the marketing technique is applied on the assumption that proper price setting is enough to gain market share without much consideration for customer service. Promotional techniques involved include telesales, mass e-mailing, use of sales agents, and other similar promotional activities that are done after purchase of consumer information from Internet databases. However, such promotion does not have an after sale consulting services for customers hence making it unpopular. Also, the technique can be said to focus primarily on maximizing the profits of the company by attracting new customers to purchase the product offered by the
In the following report, we will analyze different dimensions of customer needs and discuss how to satisfy customers.
The customer services styles are quite important when it comes to the direct dealing with customers. Besides the products or services that are being offered to the customers by the organization you are working for, the way in which the sales persons represent those products and services to the customers play a major role in the satisfaction of the customers. The customers often seek polite, genuine and helpful response from the customer service representatives and for that purpose the customer service representatives adapt different customer service styles depending on the priorities of the customers.
Jive sales were brisk and was on the track for $2 million annualy in 2004. It was no wonder that Jive’s customer count hit the 1,000 mark by the end of the year. So, when Jive moved to Portland from New York because it is cheaper to operate there, Wilson was hired as Vice-President of sales. He had more than a decade experience in start-up software companies. In my opinion, to make clear Jive’s sales functions, firstly VP of the Jive should put the main target of how many customers to reach for example in one year period and the plan for annual sales numbers. I will also hire some representatives in each region to operate more sufficiently. One of the main challenges of sales team was identifying legitimate customers amongst the huge number. In this case as the sales manager, we need to contact with the customers personally to make them feel that the Jive cares about them and then from big pool choose the most legitimate ones. I will also hire some young sales representatives with different language skills. Because, they had problems with serving the customers with poor english. The sales representatives could be not qualified as the sales manager, so we can train them. The main thing is language skills. In my opinion the customer care will influence the improvement in sales.
Our interactions with the customer, the promises made to the customer in these conversations, the customer's expectations generated in these conversations, and the actions we take that are consistent with those expectations combine to produce a declaration of satisfaction when we ask.
You are tasked with expanding the customer base and providing product training to retail clients.
There are many skills needed to deal with customers. They range from dealing with indecisive people to emotionally unstable ones and even timid ones. By using positive communication, good body language, and by actively listening, you can be sure that you can identify the problem that is occurring and start looking for a solution that not only makes the customer content but that follows the policies and values of the business. Most problems arise because not everyone knows these skills and how to use them. The right training can go a long way for a business and its relationships with its customers.
Wasserman, Michael. 15 Techniques When Dealing With Customers. My Success Company. 25 January 2005. .
A sales manager has many responsibilities such as spreading product to customers, setting sales areas, goals, and analyzing sales data (“Sales Manager” What’s para. 1). Although a sales manager performs many duties, people in this position will also set a sales goal for the year, and will build a sales outlook on what they will do in the upcoming years (“Sales Manager” Sokanu para. 1).A person in this position will also manage where the goods and products their company will be distributing by giving certain sales area where a salesman will work and sell the product (“Sales Manager” Sokanu para. 2). During work time, a sales manager may be asked to hire and train a new salesman added to his team (“Sales Manager” Sokanu para. 3). Occasionally, a sales manager will interpret sales statistics in a specific area when looking where to assign certain salesman to a sales territory (“Sales Manager” Sokanu pa...
Customer Service is the provision of service to customers before, during and after a purchase. The perception of success of such connections is subject to workers "who can modify themselves to the identity of the visitor". Customer service concerns the need an association relegates to customer service in respect to segments, for example, item development and valuing. In this sense, an association that esteems good customer service may spend more cash in preparing representatives than the normal association or may proactively interview customers for feedback.
To solve the problem of declining sales, three basic questions must first be answered. Yarborough defined these as “knowing where you are, where you are going and how you are going to get there” (Yarborough, 1994, p. 13). The appropriate process to solve a problem must define the current state of the issue, find the core cause(s) of the problem and chart a viable course for correction. Additionally, proper instructions and action steps of how the solution will achieved must be part of the process.