Sales - Sales introduction
10 important questions on Sales - Sales introduction
Which factors influence the decision making process in B2C & B2B?
Why do customers leave a company?
- Lack of proactive initiative
- Supplier/ sales don't think along
- Supplier/ sales don't keep their promises
- Bad after sale service
- Lack of competence and expertise
- Lack of honesty
- Price too high (for the offered quality)
What are the key selling motives?
- Attention: Is there a good relationship between the one who sells and the one who buys?
- Comfort: Is it easy to deal with? Is it a solution to my problem?
- Price: Is the price in line with the market? Do I get what I pay for?
- Status: Image, design, reputation.
Trust remains the deciding factor and is critical!!!
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What are the 8 stages of the decision making process?
- Developing product specification
- Search for information/supplier
- Evaluation of alternatives
- Select product/supplier
- Decision to buy/ determining terms of contract
- Fulfilment of contract
- Evaluation
Explain the recognition of need stage in the DMP:
Explain the product specification stage in the DMP:
Explain the "search for information" stage of the DMP:
Seaching information on the internet, store, with the help of sales representatives, recommendation,..
Explain how companies evaluate alternatives in the DMP:
- Availability
-Price
- Value for money
- Brand
How to select the product in the DMP?
- Request for tenders -> invitation send to suppliers to submit a bid to supply
- Prioritising choices
What is a decision making unit?
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