Explore the personal selling approach for Procurement with airSlate SignNow

How to create outlook signature

hello guys i'm le chica the first presenter for today so we're gonna talk about one of the five personal selling approaches so the first step is all about the stimulus response selling so stimulus response selling is an approach to selling which relies on the salesperson ability to say the right thing or the stimulus in order to obtain a favorable reaction from a buyer attention so this is the simplest of the five views of personal sailing a first step first step in a shot so approach is this approach is predictable answers can be stimulated by different stimuli so depending on answers about [Music] so this process is to make the customer say yes and condition their minds so and this relies on the technique of cancer's presentation as will be discussed on the next slide below and it's still so this is the slide which contains the salesperson provides stimuli the buyer responses shot and the continued process enterprises so the salesperson provides stimuli as a customer or a buyer so there is [Music] so the second step in personal sales approach it is the mental state selling so mental state selling is also called formula approach the personal setting assumes that the buying processes of all the buyers are similar and that buyers can be manipulated through a certain mental states or steps in the buying process so i'm gonna give you an example about the area from the third floor from [Music] [Music] so it assumes that the buying processes for all bars are similar and buyers can be manipulated so if [Music] so buyers can be manipulated through aida so aida means uh attract interest desire and action so first interest um new chart so this is the chart that we've mentioned earlier it's all about on the mental states approach so this are the steps when you know that the the customer is curious or interested convicted desired or action so when the mental state of the customer is curious [Music] [Music] and next step the first one is the desire so desire to overcome their stories it's either the first choice alternate choice yes so let's move on to the second personal selling approach which is the need satisfaction approach needs satisfaction approach is based on the idea that the customer buy because they have need or want to satisfy so for example unless a stimulus or mental approach more unfocused as a salesperson and need satisfaction approach to mankind must focus it as a customer then as a salesperson in meeting the needs of the customer you must first identify what are their needs enables you to help them and convince them into buying your product there are ways your process in need satisfaction approach to selling first is that you will open a short presentations customer pharma start and selling process then second he asked him more questions and bring a stage need juni mummy now in order you to fully understand his needs and third is you need to show support to customers in this way manganese and instructor of more information about only after relevant needs have been established they hadn't explained more on how your offer can meet their needs so planning last part and figure three same launcher process a need satisfaction approach selling so uncover and confirm buyers needs present offering to satisfy buyers needs and continue selling until purchase decision lampa thank you so much hi i'm jody and have i and now i am going to discuss about problem-solving approach it is an approach to solely in which the salesperson works with the buyer to evaluate alternative solutions to a problem and to select the best alternative so in this approach so uh the sales person is the ganesha i identify a problem the customer and get a defined customer problem then after an i'll identify or define just a problem the customer solution or generic alternative customer then it is requires educating the customer about the full impact of the existing problem and clearly communicating how the solution delivers significant customer value so of course kinniping then next is sales people need to make the buyer to agree that there is an existing problem and that it is essential to solve the problem by buying a product or service so of course the salesperson buyer exists no problem and it is important so that but important getting a muscle to a problem through buying the product or the service so the last approach of personal assignment is the conservative selling so what is consultative serving so those via satisfying needs and providing solutions to programs here the focus is to help customers achieve their strategic goals by using the products services and expertise of the organization for example and in this conservative setting it says people do not have to sell big and expensive products or solutions for example conversations with the with the strangers teacher with students digital students doctor two patients so there are three primary reviews resource people play in conservative selling namely the strategic orchestrate or the business console fund and the long term is the first the sales strategic athlete or sales people facilitate the use of the company's resources in an effort to satisfy the needs of the customer so strategic orchestrator the orchestry resources to win accounts or they they manage to sell this process so the second one is the business consultant the salesperson uses internal and external or outside the sales organization sources to become an expert in the customer's business so here still sales people people inform their customers about their products and services and provides comparison to competing products or business consultant already are responsible for improving companies or operations by assessing assessing weaknesses and recommending business solutions so the last one is the long-term ally as long-term alley the salesperson shows support laptop to the customer even if a sale is not expected this shows the customer that you are genuinely concerned about his business and eventually build trust loyalty and future socially developed client relations long-term ally developing our client relationship they keep communication open or once uh because effective sales people here in long-term ali find ways to communicate regular irregularly with their customers so that would be all and thank you for listening