Professional Documents
Culture Documents
Personal-Selling Approaches
Personal-Selling Approaches
Personal Selling:
Approaches and Process
Personal Selling Approaches
Stimulus Response Selling
Mental States Selling
Need Satisfaction Selling
Problem-Solving Selling
Consultative Selling
Stimulus Response Selling I
Simplest:Salesperson provides the stimuli
using words and actions.
Stimuli: statements, questions, actions,
audio-video aids, demonstrations
Responses: favorable reactions, eventual
purchase
Continued Affirmation:
prospect keeps saying “yes”
Often used in telemarketing
Mental States Selling III
AIDA
Disadvantages
It is difficult to recognize the stage
that the buyer is in.
At times prospect may be in multiple states
simultaneously, or switching back and forth.
Not a customer-oriented method.
Sales Mix Model
Presentation Pace
Presentation Scope
Depth of Inquiry
Two-Way Comm
Visual Aids
Developing Customer
Relationships
Sales Presentation Delivery
Building Credibility
Personal Behavior/Appearance: Professionalism
Knowledge: Product, Customer, Competition
Sales Techniques: No Gimmicks
Achieving Clarity
Coping with Questions/Objections
Gaining Customer Commitment