...Consultative Selling Step of the sells process: Introduction and questioning (in order to be chosen by the company) At the end of the meeting we have to know what to offer and how to offer it. Consultative selling; Problem solving + value-added selling (what is our value added selling for Victoria?) Conduct Analysis - Discovery Ask questions to identify areas of potential problems, difficulties, challenges and unresolved issues within the prospect organization. Identify and agree on a single primary issue, which is both a concern for the buyer and a relevant area of product and/or service opportunity for the seller. Ice breaker: This is a good (or a bad) weather to go on the road with a motorbike isn’t it? We so that your sell have a positive growth of 10% a year, which is quiet good, but we would like to know what you think of this figure. Does it match with your expectations? Would you say that today Victory isn’t the growth drivers that you had expected? Did you face any significant problem during the launching of the motorbike? (Bad reactions of competitors, lack of understanding of customers, Wage-claim or strike by workers ) According to you, are you able to increase the sales? If yes do you have any idea of the potential percent of increasing and how to reach this objective? If no, we think that a company of this size can have higher expectations, and hope more of their sell. This is precisely where we can intercede, because our company well...
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...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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...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 up your...
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...Selling as a career The sub-divisions of the sales roles just outlined give an idea of the range of sales positions that are available. Generally, there is much less personal pressure involved in being an order-taker than an order-maker and a prime attribute for an order-maker is a pleasant, non-combative personality. However, the opportunity for higher rewards belongs to order-takers as their remuneration normally rests on some kind of commission or bonus where payment is linked to the amount of orders they take. It is an acknowledged fact that in many business situations the opportunity to earn really high incomes at a relatively young age is present in this kind of situation. With such a large range of selling situations and positions in sales, it is not possible to provide a specific prescription of the qualities required for a successful sales career. There is no definitive test or selection procedure that can be used to distinguish between successful and less successful salespeople and apart from ‘trying it out’ there is no way of knowing if a person is suited to a career in sales. However, there are a number of key qualities that are generally recognised as being important: 1. Empathy and an interest in people: such a skill will help in more accurately identifying customers’ real needs and problems in terms of thinking oneself into the other person’s mind and understanding why the customer feels as they do. 2. Ability to communicate: this means an ability...
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...Discussion 5.1 Objections and Obtaining Commitment You work as a graphic designer for a small local newspaper. You have been a loyal employee since you moved to the area 7 years ago, and you have regularly earned additional pay and responsibilities for your hard work. There are 5 other full-time employees at the newspaper. The sales position at the newspaper has become somewhat of a revolving door; the newspaper has gone through three employees in that position in the past two years, and the position will be vacant again in two weeks. You are interested in the sales job, and are thinking of asking your manager to redesign your job so that the sales position is combined with your designer position. You hope for a long career in the newspaper industry, and see this as a chance to learn a new aspect of the business. The combination of the two positions has not been attempted in other local paper offices, but you think that it is realistic to handle the duties of both positions, and that each position's duties would complement the other. As the paper's designer, you typically work closely with the sales staff to lay out ads and promotions, so you are familiar with the types of ads that your paper can sell. Since you have been there for a long time, you know many of the regular advertisers on a first-name basis, and you are familiar with how they want their ads to look. You have even sold advertisers up to larger ad spaces on a number of occasions. Your job as a designer...
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...Selling strategies and Building customer relationship: DIRECT CHANNEL By using this direct channel there will be no hassles for the consumers to get the service. In this process The Third Eye will build some selling branches\ showrooms and the consumers will get the service from the branches. 1. Direct importing of products from international suppliers assuring the international quality. 2. Imported products will be kept in stock as inventory so that it can be dalivered when demand increases. 3. Factory assembling and further processing of the product that is the entire products are accumulated in the factory. 4. Attractive packaging by providing the price level for leting the customers know about the product price. 5. Warehousing products for smooth delivery of products in time. 6. Orders are processed according to the market demand after analysing the quantity demanded. 7. Products are introduced in sales desk giving customer a direct knowledge about the product and services. 8. Ownership is transferred to the customer by selling products even though it’s a service. 9. Building customer relation management by providing warranty, free service management for a specific time period, customer help line, telecommunicating with the customer for better and stable CRM. Potential and targeted customer will have direct knowledge and practical demonstration regarding the product, so they will have complete idea of what they are about...
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...Mary West The Smart Guide to Successful Social Selling Tweets Chief Marketing O cer at Omni Corp Lives in San Francisco, California From Mooroolbark, Victoria, Australia Knows English, Swedish, Dutch and 12 others Mary Wes Chief Marke Current Previous Education San Francisco, C Mary West @marywest CMO of Omni Corp, concert junkie, and grilled cheese enthusiast San Francisco, CA Send a me 6,384 341 Following Followers 32,481 Follow SELL. SERVICE. MARKET. SUCCEED. The information provided in this e-book is strictly for the convenience of our customers and is for general informational purposes only. Publication by salesforce. com does not constitute an endorsement. Salesforce.com does not warrant the accuracy or completeness of any information, text, graphics, links or other items contained within this e-book. Salesforce.com does not guarantee you will achieve any specific results if you follow any advice in the e-book. It may be advisable for you to consult with a professional such as a lawyer, accountant, architect, business advisor or professional engineer to get specific advice that applies to your specific situation. © 2014 Salesforce.com. All rights reserved. 79% of salespeople who use social media as a selling tool outperform those who don’t. -Social Media and Sales Quota Survey If you had been told 10 years ago that your customers would write down all their wants, needs, opinions, and thoughts and then publish them...
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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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...“The Effects of Direct Selling Strategy to the Marketing Success of Marikina Shoe Exchange in Marikina City” Chapter 1 The Problem and It’s Background A. Introduction Direct selling has been making the greatest impact on the marketing aspect today. Direct selling is the oldest channel of distribution. It exists since ages; fulfilling consumer’s basic need for trade and the ability to communicate with the goods they exchange. From the seller's point of view, the major attraction of direct selling is offering an equal and flexible income opportunity to men and women, across all ages, levels of experience and social origins. The direct selling industry offers high level standards of consumer protection while enhancing entrepreneurship for direct sellers. Markets, in their fundamental stages, were meeting places for customers and direct sellers. Frequently, the seller used the market as one of his stopping points before continuing his village-to-village journey dealing. Direct selling offered opportunities for many who had previously run into barriers because of age, education and gender. The growth of the industry allowed many to become successful where no opportunity has existed before. Today, at the beginning of the 21st century, the customer still benefits from a personal and convenient way of purchasing products. The internet has become an important element of direct selling essentially giving each direct seller a worldwide customer base. Direct sellers have been empowered...
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...1. How is the effectiveness of team selling demonstrated by the Reynolds team, and what are some of the disadvantages to this method in this particular case? The effectiveness of team selling was demonstrated by the Reynolds team through their attempt to sell an outsourced marketing plan to Ben Frothingham’s American Ford Dealership. Each member of the group was capable of bringing different information to the table and together acted as a sales team. By having the different members of the group bring valuable information to the client, the team was able to portray a professional image which evidently convinced the dealership that their strategy would increase service retention and loyalty among new buyers. Although team selling is an effective way to carry out consultative selling, the strategy does have disadvantages. Team selling requires the aligning of all members in the group as well as in the company to fully understand the objectives and mission that should be carried out to the clients. If different members of the team have ulterior motives than say the company or group, it could possibly create negative tension among the rest of the group. Consequently, this could likely be sensed by the client and could portray the company in an unattractive light. A second disadvantage of team selling is the lack of psychic income for individuals as recognition and awards will be given to the team rather than specific individuals. As you can imagine, this can cause individuals...
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...LAPORAN 8 SEPTEMBER 2013 Reynolds & Reynolds Team Selling Oleh: Agnes Adellina - 0131111 David Matthew - 0131111 Dennis Wirawan - 0131111 Harry Perdana - 0131111 Tsaqif Zoelfahmi - 0131111 Zafira – 0131111352 GROUP 1 SELLING IN BUSINESS S1 BISNIS PRASETIYA MULYA BUSINESS SCHOOL 2011 CASE REYNOLDS & REYNOLDS TEAM SELLING Warranty work menyumbang sebanyak 70 persen dari layanan dealer otomotif. Angka tersebut terus menurun menjadi sekitar 30 persen. Karena penurunan ini cukup signifikan, maka dealer sekarang harus lebih proaktif dalam menargetkan retensi pelayanan dan loyalitas terhadap pembeli mobil baru. Di situlah tim penjualan Reynolds & Reynolds masuk Reynolds membantu dealer otomotif menjadi lebih efektif dalam mempertahankan pembeli mobil baru sebagai pelanggan layanan dan loyalitas antara pelanggan untuk mempertahankan agar mereka datang kembali. Reynolds membantu dealer untuk : * Lebih memahami basis pelanggan mereka * Mencari tahu siapa pelanggan yang paling menguntungkan bagi mereka * Menargetkan mereka dengan focus ke insentif agar pelanggan kembali ke dealer saat pelayanan diperlukan . The OPPORTUNITY Bob Sherman, Tim O'Neill, Chuck Wiltgen (Reynold’s Team) bertemu dengan perwakilan dari Ben Frothingham Amerika Ford Dealership . Amerika Ford sedang membutuhkan rencana baru untuk meningkatkan service sales. Kelompok ini disajikan secara efektif strategi pemasaran mereka...
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...MKT 3403: Selling (W2016) Online Assignment – Group Assignment (20%) Two Pre-call Reports (10% each pre-call report) Instructions Important Notice - Please note this assignment is strictly an online assignment for which the instructor will provide feedback and final mark also online through the Moodle course page. 1. Students are expected to consult with their instructor for questions or clarifications as they work on this assignment. 2. For this assignment, each group must select one specific product (it can be a business service), or a brand's product line or business service line. 3. If the group selects a product/service only, the group is expected to strategize on four different prospects. 4. If the group selects a brand's product line, if applicable, the group can focus the call reports on the same prospect customer for two different products or services. 5. Depending on the prospect customer used for each call report, the group is expected to research on the prospect customer and decide who should be the most appropriate subject of the assignment, collect title(s), and contact information. If details are not available on the website, the group is expected to build the assignment on the information available, and as if the group would be preparing for the "real" call. 6. Students are reminded to take appropriate time to review spelling, grammar, and punctuation before submitting the assignment for marking. 7. In terms of template format, students are reminded to format...
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...The Importance of Strategic Planning in Banking Performance: An Analyzing Examination Jia Li Abstract This paper explains the definition of Strategic Planning and how it is important in banking performance. As the comparison between Strategic Planning and Operational Planning, we get a general idea that Strategic Planning need to be considered and configured first when it comes to business planning. This paper also conducted a SWOT analysis to identify internal and external factors to eliminate risk of failure for a company. Introduction With the continuous development of the world economy and the trend in economic globalization, strategic planning has been attached into great importance and applied into various fields. Studies explain how strategic planning is related to financial performance, and Hopkins used LISREL analysis explained how people have never realized the gap between SP and Banking Performance (Hopkins pp.635-652). In this paper we will be analyzing the importance of having strategic planning in banking performance by SWOT analysis. Study Foundations First of all, what is Strategic Planning (SP)? SP is an organization’s process of defining its strategy, or direction, and making decisions on allocating its resources pursue this strategy. There are four key components in SP, which are Vision – what do we want to do, Mission – what might we do, Value – for whom do we do it, and Strategy – what should we do (Wiki). Vision outlines what the...
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...SPIN Selling SITUATION ⋅ PROBLEM ⋅ IMPLICATION ⋅ NEED-PAYOFF By Neil Rackham 1. Sales Behavior and Sales Success Small Sales Selling Techniques • The traditional selling techniques that most of us have been trained to use work best in small sales – a sale which can normally be completed in a single call and which involves a low dollar value. These selling techniques don’t work for major sales and in fact can hurt your success as the sales grow larger. Longer Selling Cycle - Whereas a simple low-value sale can often be completed in one call, a major sale may require many calls spread over a period of months. Building Value is Critical to Sales Success - As the size of the sale increases, successful salespeople build up the perceived value of their products or services. The building of perceived value is probably the single most important selling skill in larger sales. On-going Relationship – As the sales grows larger, the customer puts more emphasis on the salesperson as a factor in the decision. In a large sale, product and seller may become inseparable in the customer’s mind. The Risk of Mistake – Customer’s become more cautious as the decision size increases. Purchase price is one factor, but fear of making a public mistake may be even more important. • Characteristics of Major Sales • • • • simplest to the most sophisticated, goes through four distinct stages: • The Four Stages of a Sales Call - almost every sales call, from the Preliminaries – These...
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...fight plagiarism is to use software such as turnitin which is supposed to catch any form of plagiarism and allow that person to be punished for plagiarism. Now the other opinion is from Rebecca Moore Howard who thinks that education is the best way to fight plagiarism by teaching all the fundamentals of doing research and writing research papers would give students a better chance at writing, researching, paraphrasing and citing work that has been researched Computimes (Malaysia), (2001) Buying and selling on the Internet. Retrieved from www.lexisnexis.com/hottopics/lnacademic In the article written by Computimes (Malaysia) the article gives the reader insight into how buying and selling on a live auction website is done and what the buyer or seller needs to do to get started in the process of buying and selling on a live auction website it also tell about the different types of live auction websites i.e. eBay, and Christie’s and Sotheby’s. Donker, Peter P. (1996) Buying and selling on the Internet; Electronic retailing emerging as a new channel of marketing and distribution. Sunday Telegram (Massachusetts), Retrieved from www.lexisnexis.com/hottopics/lnacademic In the article written by Peter P. Donker for the Sunday Telegram (Massachusetts) the article tells of how retail stores such as Wal-Mart, LL Bean and places like these started to get their online stores started and any problems that they ran into while in the process of getting their store up and running....
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