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Sales

In: Business and Management

Submitted By rnelso01
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1. What three types of buying situations may the buyer be in when contacted by a salesperson? Briefly describe each type. (1) Routine Decision Making is when little to no thought is given when making a purchase due to knowing the benefits or outcome of the product already. This type of product would be a food product, shampoo or a shoe brand. (2) Limited Decision Making is when the customer has no ideas about purchasing the product. The customer’s involvement entails research in wanting to know about the product features, advantages and benefits. This type of product would be some type of electronic device (3) Extensive Decision Making this type of purchase is believed to be a long term investment opportunity. The information provided to the customer can be frustrating and overwhelm the customer. This type of product would be the purchase of a car, house, life insurance.

2. While you do not have to be a psychologist or understand exactly how the buyer's mind works, you do need to uncover the buyer's motives. a) What techniques can be used to uncover the buyer's motives? It’s called the FAB selling technique which stands for (1) the product feature, the physical characteristic (2) the product advantage, the performance of the product (3) the product benefit, the results of the product, the ability to satisfy the customer. b) The prospect's intention to buy can be influenced by several things. What information does the salesperson need to obtain concerning the prospect's buying intentions before developing a sales presentation? The method is called L-O-C-A-T-E (1) Listen to the customer when they drop hints (2) Observe the customer, meaning their appearance, body language. (3) Combine information obtained from the customer, this is done through varies question presented to the customer. (4) Ask questions, this is done to find out the customer’s needs...

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