Running Head: Effective Sales
1
Effective Sales
Student’s Name
Affiliation
Course
Date
2
Running Head: Effective Sales
1.
How Understanding the Buying Process Helps Influence Buyer's Decision
Consumer buying behavior refers to the buying behavior of extreme consumers—those
who purchase products for personal use and not for business purposes. Understanding buying
behavior requires learning of the consumption process and consumers' perceptions of item utility.
Selling is a two-way process, including just as your brain and the psyche of your prospect. To be
successful in selling, sales individuals must know an incredible arrangement about concepts and
perceptions that exist in the minds of potential customers. To touch base at a decision, buyers
will always consider the item from their particular perspective. Along these lines the salesperson
should present the item in the same way (Robert et al., 2009).
An understanding of the mental steps in the buying process helps the salesperson
construct a coherent sales presentation. At the point when salespeople suspect questions and
concerns that exist in the prospect's minds, they can manage them in a more systematic fashion.
The deciding result is a sales presentation that takes into consideration the purchaser's
perspective. A sample is the need-satisfaction hypothesis (Reilly et al., 2004).
References
 Reilly, R. F., Schweihs, R. P., & Thomson Gale (Firma). (2004). The handbook of
business valuation and intellectual property analysis. New York: McGraw Hill.
 Robert L. Jordan, William D. Warren (2009). Sales, New York: Foundation Press,
Westbury.
3
Running Head: Effective Sales
2.
Consultative Selling And Product-Oriented Selling
A Consultative sales-turned organization focuses on strategies and tactics that push
individuals to buy products, while an item introduction tries to draw individuals into buying.
Consultative Sales strategies don't attempt to make a long haul interest for an item or service by
enhancing an organization's putting forth. Item arranged companies remember the proverb. This
strategy assumes that on the off chance that you offer a superior item or service, customers will
purchase from you without you needing to resort to discounts or different gimmicks.
Both the consultative Selling and Product-Oriented Selling methods have advantages and
disadvantages. A significant change over conventional selling is that consultative selling is
ordinarily not manipulative. Genuine consultative selling should include no control or highpressure sales tactics.
Salespeople were for a long time ago troubled by social stigmas of distrust based on the
early history of selling as a profession because of the conventional Product-Oriented Selling
methods. Salespeople and businesses understand the essentials of building long haul trusting
relationships with clients. Consultative Selling is when salespeople start with recognizing the
prospect's needs and afterward focuses on helping as a necessity over making a commission. The
consultative selling techniques construct great relationships.
4
Running Head: Effective Sales
3.
How Listening Help Salespeople Identify A Customer's Needs
From a late involvement with a salesperson, the salesperson did not use dynamic listening
techniques. He scarcely listened. Sales are an exceptionally difficult and vital aspect of business.
Essential skills and techniques are constantly developing that permit salespersons to be more
viable. The salesperson should listen both to what the customer is saying and what he is not
saying. Numerous customers are hesitant to say what they truly think for dread of being
embarrassed or offending the salesperson. The salesperson may miss essential data in the event
that he has a propensity of intruding on the customer. Listen eagerly to what the customer is
saying, not what you think the customer may be saying. On the off chance that the salesperson
does not completely understand the customer's question or concerns, he should ask the customer
to clarify further. The salesperson should search for both nonverbal and verbal cues. Ordinarily
customers will say a ton more with their non-verbal communication and gestures than in what
they verbally say. Listening precisely will help the salesperson clear up doubts or questions.
Viable listening takes lots of exertion, yet it pays off at last.