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Traditional & Modern Sales Approaches

Updated on January 8, 2010

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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    • Rizwan Amjed profile imageAUTHOR

      Rizwan Amjed 

      8 years ago

      Its my pleasure to share

    • profile image

      aftab khan 

      8 years ago

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

    • Rizwan Amjed profile imageAUTHOR

      Rizwan Amjed 

      8 years ago

      To carolina muscle

      You are always welcome

      To Philipo

      I'm preparing and soon publish more sales Hubs

    • Philipo profile image

      Philipo 

      8 years ago from Nigeria

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

    • carolina muscle profile image

      carolina muscle 

      8 years ago from Charlotte, North Carolina

      This is an interesting read, Thanks!!

    • Rizwan Amjed profile imageAUTHOR

      Rizwan Amjed 

      8 years ago

      Thanks prasetio30 for your comment

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

    • prasetio30 profile image

      prasetio30 

      8 years ago from malang-indonesia

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

    • Rizwan Amjed profile imageAUTHOR

      Rizwan Amjed 

      8 years ago

      @ J. McCoy

      thank you very much for liking it

      @ Neil Ashworth

      i would keep writing more soon related to marketing and others

    • Neil Ashworth profile image

      George Poe 

      8 years ago from United Kingdom

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

    • J. McCoy profile image

      J. McCoy 

      8 years ago from CA (originally)

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

    • Rizwan Amjed profile imageAUTHOR

      Rizwan Amjed 

      8 years ago

      Thank you very much Lady E

    • Lady_E profile image

      Elena 

      8 years ago from London, UK

      This is a very good Marketing Hub.

      Thanks for sharing. :)

    • Rizwan Amjed profile imageAUTHOR

      Rizwan Amjed 

      8 years ago

      thanks for liking

    • profile image

      nilum 

      8 years ago

      nice hub

    • Rizwan Amjed profile imageAUTHOR

      Rizwan Amjed 

      8 years ago

      thanks

    • Bbudoyono profile image

      Bbudoyono 

      8 years ago

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

    • Rizwan Amjed profile imageAUTHOR

      Rizwan Amjed 

      8 years ago

      @ 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 !

    • Eileen Hughes profile image

      Eileen Hughes 

      8 years ago from Northam Western Australia

      Great first hub. You have been taught well

    • jadecircles profile image

      jadecircles 

      8 years ago from USA

      Very informative.. thanks for sharing.

    • Beth100 profile image

      Beth100 

      8 years ago from Canada

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

    • stars439 profile image

      stars439 

      8 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.

    • Peggy W profile image

      Peggy Woods 

      8 years ago from Houston, Texas

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

    • Rehma Jamshed profile image

      Sabina Jamshed 

      8 years ago

      Quite impressive! Keep it up!

    • dohn121 profile image

      dohn121 

      8 years ago from Hudson Valley, New York

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

    • Rizwan Amjed profile imageAUTHOR

      Rizwan Amjed 

      8 years ago

      Being a Student of Sales I must

    • ethel smith profile image

      Ethel Smith 

      8 years ago from Kingston-Upon-Hull

      Gosh you know your stuff

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