What is need satisfaction selling?
Need satisfaction selling is a sales approach where the sales person probes into the needs of the consumer, both stated or expresses needs and unstated or tacit needs and then prepares his sales pitch or presentation in accordance to these needs in order to satisfy the consumer. This is also called need satisfaction approach.
What is need satisfaction approach?
This is also called need satisfaction approach. The diagram below shows the step by step process of need satisfaction selling: 1. Open: This is where the salesperson opens his or her presentation to the consumer to start the selling process.
What is the difference between need satisfaction selling and persuasion?
Need satisfaction selling focuses on the salesperson and his or her product offerings. b. The salesperson utilizes statements, questions, and actions to elicit desired responses. c. The method focuses on the buyer and his or her needs. d. The salesperson uses persuasion much earlier in the interaction.
What are the features of personal selling?
Time Coordination: In personal selling, customers and institutions are provided the products according to their timely requirements. In this way sellers and buyers develop deep relation and customers are informed about the arrival of products and products are supplied to them. 4. Finding out Prospective Customers:
What is need satisfaction selling approach?
Need satisfaction selling “is an approach to selling based on the notion that the customer is buying to satisfy a particular need or set of needs” (Ingram et al., 2008, p. 411).
What is the personal selling approach?
Description: Personal selling is a face-to-face selling technique by which a salesperson uses his or her interpersonal skills to persuade a customer in buying a particular product. The salesperson tries to highlight various features of the product to convince the customer that it will only add value.
What is the five approaches of personal selling?
Discuss five alternative approaches to personal selling. Alternative approaches to personal selling include stimulus response, mental states, need satisfaction, problem solving, and the consultative approach. Stimulus response selling often uses the same sales presentation for all customers.
What are the reasons for the need of personal selling?
Some of the reasons for the need of personal selling are as follows:(i) Requirements of Product Demonstration: ... (ii) Illiterate Prospects: ... (iii) Traditional Necessity of Personal Selling: ... (iv) Emergence of an Entirely New Type of Product: ... (v) Need to Develop Relations with Customers:More items...
What are the 4 types of personal selling?
In my experience, there are four types of selling – transaction, relationship, solution and partnership.
What is personal selling and example?
A good example of personal selling is found in department stores on the perfume and cosmetic counters. A customer can get advice on how to apply the product and can try different products. Products with relatively high prices, or with complex features, are often sold using personal selling.
What are the three main types of approach techniques?
Approach techniques are grouped into three general categories: (1) opening with a statement; (2) opening with a demonstration; and (3) opening with a question or questions.
What are the three types of personal selling?
Three types of personal selling exist: (a) order taking, (b) order getting, and (c) customer sales support activities.
What are the 4 selling strategies?
There are essentially four selling strategies: script-based selling, needs-satisfaction selling, consultative selling, and strategic partnering.
Why is it important to meet customer needs and wants in the selling process?
By anticipating customer needs, you can ensure that your product lines up with their expectations before they even have to ask for a new feature, service, or solution from you.
What is the importance of personal selling to society?
Personal selling converts latent demand into effective demand which leads to economic activity in the society, leading to more jobs, more income and more products and services. This cycle leads to economic progress of the society.
Why is personal selling important in marketing?
Personal selling is the most effective marketing communication tool because it allows salespeople to adapt their presentation to each potential or current client. They use their knowledge of the customer's buying process to choose effective sales strategies.
What are the 7 steps of personal selling?
7-step selling processProspecting.Preparation or pre-approach.Approach.Presentation.Handling objections.Closing.Follow-up.
What are the three types of personal selling?
Three types of personal selling exist: (a) order taking, (b) order getting, and (c) customer sales support activities.
What is personal selling and what are the advantages?
Personal selling can support advertising, sales promotion, and publicity. It removes the drawbacks of advertising and sales promotion. Advertising increases awareness while personal selling reinforces the advertising message.
What are the key elements of personal selling?
Elements of the Personal Selling ProcessProspecting and Evaluating. Seek names of prospects through sales records, referrals etc., also responses to advertisements. ... Preapproach (Preparing) Review key decision makers esp. ... Approaching the Customer. ... Making the Presentation. ... Closing. ... Following Up.
Technique Overview
Need satisfaction selling “is an approach to selling based on the notion that the customer is buying to satisfy a particular need or set of needs” (Ingram et al., 2008, p. 411).
Further Reading
Andrews, M. and Whittaker, J. A. (2006) How to Break Web Software, Pearson Education, Boston, MA.
What is the need satisfaction theory?
The need satisfaction theory is based on the interactive approach. The selling process is seen as one that involves mutual satisfaction, i.e. both the buyer and the seller gets satisfied. This theory is based on a win-win situation both for Sales Person and the Prospect or Customer. The theory states that the salesperson should explore ...
What is the need identification stage of sales?
In the need identification stage the sales person probes listens and sums up what the potential customer has listened. Summing up and giving a feed back to the prospect is important as it ensures a mutual understanding of the needs.
What are the characteristics of personal selling?
The following are the main characteristics of personal selling: 1. It is a method of direct selling, as the seller and the buyer come in a direct contact with each other. 2. It involves an oral conversation between the seller and the buyer regarding quality, price, characteristics, use, etc. of the product.
Why is personal selling important?
Personal selling is an important method of demonstrating the product to customers and giving them full information about the product. It is easier to persuade a person to buy a product through personal explanation.
What is the role of a salesman in distribution?
A salesman is a friend and a guide of the consumer and a supporter and aid to the producer. ADVERTISEMENTS:
How does a trade salesman differ from a technical salesman?
A trade salesman establishes long term relations with the customers whereas technical salesman assists the customers by providing technical assistance and advice which helps the company’s sales to go up . Thus, personal selling and sales strategy differ from time to time, place to place and from company to company.
Why should salespeople manifest all the selling points?
Salespeople should clearly manifest all the selling points to remove even miniscule doubts that the prospects might have and reply to all questions with confidence. A complete control over the sales presentation incites the prospects to take the buying decision. This leads to the fourth stage of mental buying, which is satisfaction.
Why is it important to get the customer's attention?
Getting the customer’s attention fruitfully sets the ball rolling automatically along the mental hierarchy, which is evident from the subsequent reactions of the customers. In fact, this leads to the customers wanting to know more about the products or services and buying privileges. Therefore, it is said that the initial session with the prospects is vital for salespeople as that is the stage where the customers can be motivated and an enthusiasm can be built towards selling.
What are the functions of a salesman?
A salesman has to perform several other functions as – training , record keeping, enhancing the popularity etc., apart from the selling.
Need-Satisfaction Approach
an approach to selling based on soliciting information to uncover a buyerÃÂs need before attempting to present an appropriate product from the range to satisfy it.
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