An important part of marketing that relies heavily on interpersonal interactions between buyers and sellers to initiate, develop, and enhance customer relationships. Show
a form of personal selling requiring that sales people earn customer trust and that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer value The customer’s perception of what they get for what they have to give up Business conversation between buyers & sellers that occur as salespeople attempt to initiate, develop, & enhance customer relationships. A customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm. the ability of sales people to alter their sales messages and behaviors during during a sales presentation or as they encounter different sales situations and different customers Stimulus Response Selling An approach to selling
where the key idea is that various stimuli can elicit predictable responses from customers. Salespeople furnish the stimuli from a repertoire of words and actions designed to produced the desired response. Continued Affirmation Selling An example of stimulus response selling in which a series
of questions or statements furnished by the salesperson is designed to condition the prospective buyer to answering “yes” time after time, until, it is hoped, he or she will be inclined to say “yes” to the entire sales proposition. Assumes the buying process for most buyers is essentially identical and that buyers can be led through certain mental states, or steps,
in the buying process. Need Satisfaction Selling Based on the notion that the customer is buying to satisfy a particular need or set of needs. The salesperson is more dependent upon questioning and listening to uncover the buyer’s needs. An extension of need satisfaction selling that goes beyond identifying needs to developing alternative solutions for satisfying these needs The process of helping customers reach their strategic goals by using the products, services, and expertise of the selling organization. the sales person arranges the use of the sales organizations resources in an effort to satisfy the customer the sales person uses internal and external sources to become an expert on the customers' business the sales person supports the customer even when an immediate sale is not expected a series of interrelated steps beginning with locating qualified prospective customers. From there the sales person plan the sales presentation, makes an appointment to see the cutover, completes the sale, and performs postsale activities not typically involved with the direct selling. there primary focus is on dissemination of information, stimulating the sales effort to convert prospects into customers, and reinforcing customer relationships. working at the physician level furnish valuable information regarding the capabilities and limitations of medication in an attempt to get the physician to prescribe the product technical support sales people assist in design and specification processes, installation of equipment, training of the customers' employees, and follow-up service of technical nature. constantly involved with new products, new customers, or both. also called hunters sales people who actively seek orders, usually in a high competition environment also called farmers, these sales people specialize in maintaing current business focusNode Didn't know it? Knew it?  Embed Code - If you would like this activity on your web page, copy the script below and paste it into
your web page. Glossary terms Ch. 1
Is an approach to personal selling that assumes that the buying process?Mental states selling, or the formula approach to personal selling, assumes that the buying process for most buyers is essentially identical and that buyers can be led through certain mental states, or steps, in the buying process.
What are the approaches to selling?What Are the Different Approaches to Sales? There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling. Each approach has unique benefits that suit specific types of businesses and products.
What are the 5 approaches in personal selling?Alternative approaches to personal selling include stimulus response, mental states, need satisfaction, problem solving, and the consultative approach. Stimulus response selling often uses the same sales presentation for all customers.
What do you mean by personal selling process and approaches in sales management?Description: Personal selling is a face-to-face selling technique by which a salesperson uses his or her interpersonal skills to persuade a customer in buying a particular product. The salesperson tries to highlight various features of the product to convince the customer that it will only add value.
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Is an approach to personal selling that assumes that the buying process for most buyers is essentially identical?
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