...Consultative selling. In this today’s world, it is becoming increasingly hard to identify exactly what a customer needs on an individual basis. As technology and various other products have developed, so have consumer desires and expectations. Consultative selling is a form of selling that targets exactly what a customer needs by using new age techniques. It is a new, more advanced way of selling that focuses on the customer needs and priorities previous to talking about the product. Consultative selling revolves around the dialogue between the salesperson and the customer. The word dialogue derives from the Greek and means “to learn” (Collins 2009). By allowing the customer to express their needs and desires, the salesperson can therefore provide a solution to their problems by offering them a certain product, as a result, the customer then feels as though the salesperson is setting out to help the customer improve their lives and resolve any problems through buying this product. So what makes consultative selling different from other forms of selling? Apart from it being a more personal experience for the customer; a consultative salesperson asks more questions, their answers are more human rather than scripted, the calls are more interactive and they provide an in-depth insight into their prospects and the customers. (Richardson 2013). On examining consultative selling it becomes apparent that the customer’s needs come first. The needs of each individual...
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...time to rekindle the lost excitement of sales job and here is an answer why you need to do that. Consultative selling Of course not a new concept(first appeared in 1970), talks about amalgamation of consultation and selling. And to define it- A selling technique in which the sales person acts as an expert consultant for his prospect, asking questions to determine the prospect's needs and then using that information to select the best product or service for those needs... ideally, the salesperson's own. It works hand-in-hand with value added selling, in which a salesperson presents customer-specific benefits related to their product or service. So how is it executed? Company first hires an expert (as in the company feels that the person has substantial knowledge of the industry). He is then given a list of existing and prospective customers. It is he who approaches these customers, tries to build in relationships, analyses their current business (applicable in B2B environment) and derives a latent need to modify on their existing lines. He then tries to fill up the gaps, if so with offerings of his employer. This brings in substantial cost reduction for the customer, giving a boost to revenues. While for his employer this could be an excellent opportunity to build strong relationships and become the first choice of service provider for future business deals. Thus consultative selling is an excellent way to use one’s expertise, while pitching for a business opportunity. So spice...
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...fast paced retail for business environment collaborating with customers, management and store associates Acquire Business Customers: Develop new business primarily through in person contacts, phone follow up and in-store presentations Partner with store management team on the development of key business customer accounts and relationships within the local business community including the Top Customer Program Engage in self-directed continuous improvement of sales and technical knowledge Develop Business Customers: Drive our best in class Easy Selling process to identify customer needs, develop value added solutions and increase Staples share of wallet with every customer Establish, build, and expand relationships with existing and potential business customers providing unique solutions that will best meet their needs Retain Business Customers: Manage the customer experience throughout the selling process (sales/service) Achieve assigned weekly and monthly sales activities and generation goals Manage customer relationships, building satisfaction and loyalty with technology products and services Qualifications Basic: * High School Diploma or equivalent * Three years client management experience * Previous business to business sales experience Preferred: * Bachelor’s Degree preferred * Successful track...
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...lyonCompany Background: Walton Hi-Tech Industries Ltd. is one of the leading electrical and electronics assemblers of our country under the banner of R. B. Group. Since 1977, the company has been running its business with a great reputation. Their head office is in Jiban Bima Bhaban, 10, Dilkusha, Dhaka-1000. It always tries to launch the newest technologies and style in its products line as ever innovative policy. As the demand of Walton products is being increased day by day very rapidly, the company predicts that a day will come very soon when the Walton brand products shall occupy the major market share in the region. Walton produces the maximum varieties of home electronics product like Color Television, Refrigerator, Air conditioner, Washing Machine, Microwave Oven, DVD, Motorcycle, Generator, Diesel Engine, Pick-up Van, Mini Truck, Covered Van, Power-tiller, Manganese/Alkaline Battery, Energy Saving Lamp, Wrist-Watch and various Kind of small home appliances such as Fan, Iron, Toaster, Sandwich Maker etc. In this concern, Management of Walton HIL ensures their commitments for quality at any cost. Product Categories: As customer’s choices are change through the terms of time and technology, Walton has introduced three new models of LCD television in the local market which have YUV technology to meet the customers’ need and satisfaction. The new model Walton television sets ensure good quality sound and picture those viewers will enjoy. It also helps reduce electricity...
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...No question about it: This is a tough time to be selling to business customers. The budget allowances simply aren’t there. If you thought it was hard to make a sale before—when typically 85% of a customer’s budget was allocated to existing commitments and only 15% remained for discretionary spending—you’re finding out how much harder it can be, as even that fraction disappears in across-the-board cuts. Making matters worse, your customer relationships have lost much of their power. With less money to go around, proposals are subjected to higher levels of review in buying organizations, and the managers you’ve traditionally dealt with are no longer the decision makers. All this would be thoroughly discouraging if not for one fact: Companies have survived downturns before, and some have even profited from them. In the research and consulting we’ve done since the 2001 dot-com bust, we’ve seen how. Rather than resign themselves to hearing the standard “Sorry, we have no budget for that,” some vendors—even some very young start-ups— have found a way to reach their customers’ resource owners and motivate them to allocate the necessary funds. Using what we call provocation-based selling, they persuade customers that the solutions they bring to the table are not just nice but essential. Provocation-based selling goes beyond the conventional consultative or solution-selling approach, whereby the vendor’s sales team seeks out current concerns in a question-and-answer dialogue with customer...
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...EnviroTech’s services and products o must be able to demonstrate the understanding of the products to the customer o be aware of the competitor’s products, prices and services o be able to demonstrate knowledge on product technology which impacts EnviroTech’s competitiveness and product range Information System o maintain appointments and interviews, travel, and adhere by a schedule o sustain sales records o keep updated files of the EnviroTech’s sales text (sales reports, actions reports, intelligence reports), product provisions, promotions, samples, offers and prices o keep updated records on competitors: products, services, employees and activities Selling o Find new clients o Create opportunity to make sales, provide effective presentations o Keep the customer happy o Continue to elevate selling skills by evaluating own sales performance. o Maintain communication with the support team from EnviroTech Workforce Planning Workforce planning is about how you achieve that match of skills, knowledge and behaviors. Workforce planning has a critical role to play in delivering improved services, and is an important issue for EnviroTech. Workforce planning is a planning process...
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...How to Succeed at Key Account Management Key account management (KAM) is one of the most important changes in selling that has emerged during the past two decades. KAM is a radically different organizational process used by business-to-business suppliers to manage their relationships with strategically-important customers, and it produces measurable business benefits. Not surprisingly, smart suppliers are keen to implement KAM. But, sadly, many KAM implementations fail and are abandoned. In other cases, suppliers find that they have to make big changes to the KAM programs to get them to function. The good news is that many of these failures are unnecessary. KAM is a major change, but the chances of success can be dramatically increased by following the seven steps described here: Step One: Recognize that KAM is an organizational change, not a sales technique. KAM implementations take years, not months. The companies which have implemented KAM most successfully have been those who thought of it as a change in the way they did business, not as something that is confined to the Sales department. Suppliers who fail at KAM tend to think of it as being an initiative within the sales department. This approach is doomed to failure. KAM is a commitment to work differently with certain priority customers and, to fulfill this promise, other supplier divisions have to understand and support KAM. One obvious example is supply chain management. If a key account is promised priority access...
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...Improving Stickley Furniture BUS 644 Operations Management Abstract Stickley Furniture has a long tradition of manufacturing and selling fine furniture goods. The Consulting Firm has been charged with the responsibility of evaluating and explaining how the company operates and tracks jobs and inventory. Also, the pros and cons of how orders are processed are evaluated. Finally, suggestions are made regarding the way the company should handle forecasting, inventory, work measurement, facility layout, shipping, quality, goals, and recognition. A full change in operations could result in greater customer satisfaction, reduced electricity usage, greater customer satisfaction, faster and less costly delivery of goods sold, less stock of furniture pieces piling up in the warehouse, and greater profitability year over year for the company, its retail locations, and the profitability of customers. Improving Stickley Furniture Stickley Furniture has a long tradition of manufacturing and selling fine furniture goods. The Consulting Firm has been charged with the responsibility of evaluating and explaining how the company operates and tracks jobs and inventory. Also, the pros and cons of how orders are processed are evaluated. Finally, suggestions are made regarding the way the company should handle forecasting, inventory, work measurement, facility layout, shipping, quality, goals, and recognition. A full change in operations could result in greater customer satisfaction, reduced...
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...CONSUMERS BEHAVIOUR TOWARDS MENS FAIRNESS CREAMBY EMAMI. INTRODUCTION:- In the present era of competition the very existence of anybusiness depends upon its customer bank. Customer is the king in present business world. Gone are the days when producer or seller used to rule the business world.Today customer is the main pillar on which any business stands. Due to entry of theMNC's there is cut throat competition in the market. They have already established inurban markets and now rural and suburban are share the thrust areas. We havechoosed "To Study the Consumer Buying behavior towards men¶s fairness Cream byEMAMI" to have a deep knowledge of consumer behavior regarding fairness creams. Inmy research we have tried to find out how much EMAMI brand is used? Why this brandis used?Factor affecting their purchase behavior like price, quality, results, etc. We alsohave tried to find out relation in buying behavior rand age, sex, family income. Theresearch study is a comprehensive survey to reach deep in the consumption pattern of the target customer. Previously, domain of ladies only. Male became more conscious for their look. The growing demand of different cosmetics and skin care products for men proves that men are now taking care of their skin. In year 2004´Fair and Handsome conducted a survey to know the attitude of Indian customers towards use of cosmetics products Indian male take an average of 20minutes in front of mirror to groom themcompared with Indian...
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...Amazon.Com’s E-Business Model Introduction Amazon.com was incorporated in 1994, and opened its site online in 1995. It offers the world’s biggest online book retailer by largest customer base over 30 million people. Besides selling books, Amazon diversifies itself by selling movies, electronics, toys, and groceries. Amazon also generates some of revenue from other marketing such as online advertising and credit card agreement. Amazon has organized systems in two segments, which are North America and International. Websites are also being individually focused for UK, Germany, France, Japan, Canada, China, and Italy. Other than those countries, Amazon also provides them internationally shipping for some products. Amazon succeeds in its online business, and gains more net incomes than some competitor on ground such as Barnes and Noble, and Borders. Amazon’s e-business strategy is a combination of products. The company started with online books then other products to gain customers in a wide range. However, offering a large product variety, Amazon has still maintained its strong brand. 1. Discuss the pros and cons of Amazon’s growth and diversification of business and specialization, and make recommendations about what Amazon could have done differently. Amazon plays strategy planning on the growth and diversification which objects to provide a “One Stop Shopping” for its customers. Amazon serves customers through the website focusing on selection, price, and convenience...
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...Social Media Arthur Council Internet can prove to be a great advantage for small businesses in this era for both marketing and selling their product. Even small businesses now need to have a website of their own, otherwise they will have to bear the risk of being left behind in the race. First of all, internet is a smarter way of connecting with your customers as well as for expanding your customer base. Internet can be used for advertising your business which is not easier through any other channel. Receiving orders as well as replying enquiries is also far more convenient if done online. In a way internet can prove the most cost effective method of marketing and selling in todays business scenario. Companies can boost their sales and benefits if they are able to utilize internet in the right way. I own a small clothing store, which I have decided to take online. I expect it will add to my benefits as well as help in increasing sales by reaching new customers. In this regard the first step will be to do a SWOT analysis to find out my strengths and opportunities as well as to measure my threats. I will need to check which additional opportunities I will get when I get my business online.The first strong point or a competitive advantage that my store has is that it is among the biggest in the locality. We sell multiple popular brands and can serve customers across different levels. We have products for those who spend on the high priced fashion brands...
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...company ships clothing straight from the factory to stores and makes two-thirds of its goods in Spain and nearby countries, compared to most competitors who manufacture most of their clothing in Asia. Inditex has their sales managers monitoring computers, which are reporting sales at every store around the world. When a garment does well or fails, they are able to quickly tell designers if they need to come up with new ideas. They also have generated in house store fronts where they develop new marketing promotions every two weeks and can send pictures and decoration plans to their stores to replicate. Also, they have provided hand-help computers for sales clerks that inform them how garments rank by sales. This enables them to re-order best selling items in less than an hour. Inditex combined various brands into larger volumes of shipments so that they can have air shipments into their stores twice a week. 2. What are the important attributes of a “fast fashion” retailer to customers? To store managers? The important “fast fashion” attributes to the customer is that the retailer is providing the latest fashion to them as soon as it comes out. They want to make sure that they are getting the latest trends first and that they are not buying out dated clothing. It is also important to the customer that the retailer has what they are looking for when they come. They do not want the retailer to be out of stock every time they come in. If they are out of stock, the attribute of having...
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...Kudler Fine Foods BSA310 April 15, 2012 Kudler Fine Foods Kudler Fine Foods is an upscale specialty food store based in the San Diego area. There are three locations and each carries a variety of domestic and imported products, such as pastries, produce, meat, seafood, cheese, dairy, and packaged foods. Kudler’s keeps a database that is critical to the business processes of the company. In addition to the details kept about customer orders and demographics, information is catalogued for inventory, purchase orders, suppliers, and taxes. This enables a manager to quickly and accurately see what is happening and make appropriate decisions. These decisions include making timely orders from suppliers and keeping proper staffing levels at each location to ensure excellent customer service. The Customer Table contains data about customers to streamline the ordering process and helps with addresses and dates for special mailings. This simple tool allows Kudler’s to provide a personal touch along with better service. The Inventory Table determines available ingredients that make up an Item. For example, it is important for a baker to know how much flour he has in stock so that he/she can order more from a supplier before it runs out so that the company is always producing a product for the customer to buy. The Item Table lists all the finished goods that can be purchased from a particular store. Managers can make decisions about which products...
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...Case Analysis – Ben Ohau Lodge Ben Ohau Lodge, located in the high country of New Zealand, is a high-class resort aimed at the world’s most exclusive clients. Started by a New Zealander and his Indonesian friend, this pricey resort provides every accommodation a particular segment of wealthy clientele could ever ask for. Understanding the market brought about a breakthrough opportunity for Ben Ohau Lodge, and it has led to some success. Relying solely on promotion via word of mouth, publicity, and public relations, the retreat has built a relatively steady base of customers. These customers fall into some rather exclusive dimensions. Some of the qualifying dimensions include the need for a safe and secure vacation spot, offering luxuries and amenities. They must also be in the upper social class, meaning they fall into the top 1% of the income bracket. This means that by default, the customers will be foreign rather than New Zealand locals. According to the Forbes List of Billionaires for 2013, only 3 of the 1426 are from New Zealand. One of the most defining dimensions of this market segment is a love of nature and isolation. Not all wealthy people fall under this category. Ben Ohau Lodge does not provide spas, shopping, or upscale dining, all of which would be attractive to a large segment of a wealthy market. Another defining dimension is the ability to be out of contact for the length of the vacation. Internet and cell phone service is at a low, if available...
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...Club IT, Part Two Jomoto Brown BIS/219 April 25, 2011 Tarik Iles Club IT, Part Two The best way to minimize cost and maximize profit is to revolutionize the infrastructure of Club IT. The best way to get this done is to let the information technology department as well as the owners incorporate better planning and new management systems. One of the issues bought to the attention of the author was the selling of advance tickets by having the customer call in or coming to the club to purchase the tickets. Some of the information that was gathered from Ruben was that he wants to have a website setup so that his customers can purchase tickets online. This is a good idea as well as one that can be expanded. The information technology department can begin working immediately on the club’s extranet, which will be a website that a customer or potential customer can visit and check out who is performing on Friday and Saturday night events. This should be handled very seriously because the club owners want their customers to have a safe and secure transaction over their extranet and electronic data interchange. The way this will be set up is the customer will go to the website, create a personal account, and he or she can purchase his or her tickets online and be able to print the tickets at home. In addition, with this service the club will receive the customer’s e-mail address for this can be the customer’s login information, and the club can send the customer...
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