Q1.

Explain the following Sales Presentation approaches:

a. Stimulus Response Approach
b. Mental States Selling Approach like AIDA model (Attention-Interest-Desire-Action)
c. Need Satisfaction Approach
d. Problem Solving Approach
e. Trust-based Sales Approach: Need-Satisfaction Consultative Model

Ans.

a. Stimulus Response Approach: a way to deal with selling which depends on the sales
person capacity to state the right thing (stimulus) so as to acquire an ideal response from the
buyer (response).

b. Mental States Selling Approach like AIDA model (Attention-Interest-Desire-Action) :

This is also known as Formula approach of Personal Selling.

MENTAL STATE SALES STEP CRITICAL SALES TASK

Awareness/ Attention  Introduce yourself
Curiosity  Get prospects excited by drawing their attention
 Publish Ads
Interest Interest  Sending e-mails to the customers for subscribing for
upcoming offer
 Have conversation to find out the needs and wants and
attracting the customers through answering the
questions like
What will I get from it?
Product- Will the product serve my purpose?
Price –
 Is it worth the amount?
 The hassle of change
 Cheaper option available or not elsewhere
Peers – What others think of it? (Reviews)
Priority- Do I need it now?
Decision Desire Provide demonstration of their product in a specific way to
attract the customers
Action Close Gives an opportunity to take the action, usually by executing on
a contract or pushing a button to buy their product or service

c. Need Satisfaction Approach:

Need satisfaction selling approach depends on the thought that the client is purchasing to
fulfill a specific need or set of requirements. It is the salesperson’s task to identify the need to
help the buyer fulfill their demand. The salesman utilizes a scrutinizing, examining strategy
to reveal significant purchaser needs.
Customer responses control the early part of the sales interaction, and only after appropriate
needs have been established does the salesperson begin to relate how their offering can
satisfy these needs.

NEED SATISFACTION APPROACH TO SELLING

Uncover and confirm Present offering to satisfy Continue selling until
buyer`s need. buyer needs. purchase decision.

d. Problem Solving Approach:

Problem-solving selling is an addition of need satisfaction selling. It goes beyond identifying
needs to develop alternative solutions for satisfying those needs. The problem-solving
approach to selling is depicted in the below mentioned figure. Sometimes even opponents’
offering are included as replacements in the purchase decision. The problem-solving
approach typically requires training the customer about the full effect of the existing problem
and clearly interacting how the solution delivers significant customer value.

DEFINE GENERATE EVALUATE CONTINUE

PROBLEM ALTERNATIVE ALTERNATIVE SELLING UNTIL
SOLUTION SOLUTION PURCHESE
DECISION

e. Trust-based Sales Approach: Need-Satisfaction Consultative Model:

The consultative methodology is a strategy utilized by numerous Sales experts and thus is
termed as 'solution based selling.' In the solution based selling model, the sales representative
invests energy with a customer to comprehend the essential issue they are attempting to
address and afterward prescribes a proper set of solution to solve it. In other words, the
salesperson focuses on selling the solution, not the product.

TRUST BASED SALES APPROACH

INITIATING CUSTOMER DEVELOPING ENHANCING
RELATIONSHIP CUSTOMER CUSTOMER
RELATIONSHIP RELATIONSHIP