Traditional & Modern Sales Approaches
Sales are the ultimate goal of an organization to earn reasonable profit against satisfying customer and cosumer need; which should be converted into wants by matching the Social, Culutral, Psychological and Behavorial Factors to generate demand of prodcut.
Personal selling is widely used tool to sale the product and there are some Traditional and Modern Sales approaches used by Sales Team
Traditional & Modern Sales approaches include total 3+5=8 approaches. First i would discuss the traditional ones
Canned Sales Presentation it is prepared structured sales script memorized by Sales Man to present the product, It is widely used by telemarketers for different products as it's easy way to describe features and benefits of products, it is also used for door to door selling.
Stimulus-Response Theory it is that potential customer will buy the product only if hear certain statements which should be presented in correct manner
Selling Formula A sales approach used to lead the potential customer through different stages of buying process in persuasive manners, Its formula AIDR (attentition, interest, desire, resolve) was published in 1902 which was revised by AIDA (attentition, interest, desire, action), if prospect is correctly taken through these 4 different stages it will surely be a successful sales.
Now come towards Modern Sales Approaches
Its useful for sales team to know about modern approaches which focuses directly or indirectly on developing long term customer relationship and also used by many companies worldwide
Partnering Salespeople Understands and shares values with customer and solve their problem through possible means they can, They understand as they are partners (Life, Business etc), they perform supporting role for customers, in simplest words it can be defined as Sharing of Values between Supplier and Buyer
Relationship Selling Sales people don't only sell products but also maintain long-term relations with customers because by this they can easily understand and satisfy new needs of customer by giving them new services or products, as much as relation grows - more easy the selling becomes
Team Selling When there are some critical buyers or buyer which have some complex needs different personnel effort to sell, Sales people in this work with other companies team to provide set of benefits
Value-added Selling Value-addition simply means giving extra to customer as they have expected or perceived, Staff usually brings some offers like Deskjet Printer is free if you buy Laptop, (Cost of printer is mostly bore by Company and rarely price of printer is included in price of laptop)
Consultative Selling It is most easy way to sell the product that Sales Person holds information of all competing brands and products and play a role like problem solver or consultants, they clearly understand need of customer than suggest the product which meets the requirement of both seller and buyer, it is alike discussed above Partnering but the different in both that in Partnering Seller don't compare different products with it's own but in this seller compares products and try to prove that their product is best ones.
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