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.

More by this Author


Comments 26 comments

ethel smith profile image

ethel smith 6 years ago from Kingston-Upon-Hull

Gosh you know your stuff


Rizwan Amjed profile image

Rizwan Amjed 6 years ago Author

Being a Student of Sales I must


dohn121 profile image

dohn121 6 years ago from Hudson Valley, New York

A good first hub. I'm a pretty good salesman myself ;) Thank you.


Rehma Jamshed profile image

Rehma Jamshed 6 years ago

Quite impressive! Keep it up!


Peggy W profile image

Peggy W 6 years ago from Houston, Texas

I agree with the others...good first hub. Nice to see you here on hubpages.


stars439 profile image

stars439 6 years ago from Louisiana, The Magnolia and Pelican State.

Great Hub. Good luck in Sales. Great way to make a living once you get the hang of it. Good Health To You My Friend.


Beth100 profile image

Beth100 6 years ago from Canada

This is a terrific first hub! I've learned a few new things today -- thanks!


jadecircles profile image

jadecircles 6 years ago from USA

Very informative.. thanks for sharing.


Eileen Hughes profile image

Eileen Hughes 6 years ago from Northam Western Australia

Great first hub. You have been taught well


Rizwan Amjed profile image

Rizwan Amjed 6 years ago Author

@ dohn121

My pleasure to share what i know and what i have learned from life

@ Rehma Jamshed

Thanks

@ Peggy W

I'll keep writing more soon and they would be informative for everyone

@ stars439

Thank you very much for your valuable comment

@ Beth100

Thanks a lot for liking and appreciating me I'll keep sharing more

@ jadecircles

you are welcome

@ Eileen Hughes

Life teaches us !


Bbudoyono profile image

Bbudoyono 6 years ago

Informative first hub. Welcome to hubpages and thanks for the hub..


Rizwan Amjed profile image

Rizwan Amjed 6 years ago Author

thanks


nilum 6 years ago

nice hub


Rizwan Amjed profile image

Rizwan Amjed 6 years ago Author

thanks for liking


Lady_E profile image

Lady_E 6 years ago from London, UK

This is a very good Marketing Hub.

Thanks for sharing. :)


Rizwan Amjed profile image

Rizwan Amjed 6 years ago Author

Thank you very much Lady E


J. McCoy profile image

J. McCoy 6 years ago from CA (originally)

You've put together a great Hub. I'm looking forward to more.


Neil Ashworth profile image

Neil Ashworth 6 years ago from United Kingdom

Very good article. You write well and provide some valuable information.. Neil


Rizwan Amjed profile image

Rizwan Amjed 6 years ago Author

@ J. McCoy

thank you very much for liking it

@ Neil Ashworth

i would keep writing more soon related to marketing and others


prasetio30 profile image

prasetio30 6 years ago from malang-indonesia

nice hub and very informative.I am glad read this hub. It give us new information.


Rizwan Amjed profile image

Rizwan Amjed 6 years ago Author

Thanks prasetio30 for your comment

it's really motivating for me to have such valuable words from all you guyz !


carolina muscle profile image

carolina muscle 6 years ago from Charlotte, North Carolina

This is an interesting read, Thanks!!


Philipo profile image

Philipo 6 years ago from Nigeria

Thanks for sharing what you know best. I look forward to reading more of your hubs.


Rizwan Amjed profile image

Rizwan Amjed 6 years ago Author

To carolina muscle

You are always welcome

To Philipo

I'm preparing and soon publish more sales Hubs


aftab khan 6 years ago

nice work..i got info from it for my exam.


Rizwan Amjed profile image

Rizwan Amjed 6 years ago Author

Its my pleasure to share

    Sign in or sign up and post using a HubPages Network account.

    0 of 8192 characters used
    Post Comment

    No HTML is allowed in comments, but URLs will be hyperlinked. Comments are not for promoting your articles or other sites.


    Click to Rate This Article
    working