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Personal selling can be defined as "the process of person-to-person communication between a salesperson and a prospective customer, in which the former learns about the customer's needs and seeks to satisfy those needs by offering the customer the opportunity to buy something of value, such as a good or service". [1]
Sales decision process is a formalized sales process companies use to manage the decision process behind a sale. SDP “is a defined series of steps you follow as you guide prospects from initial contact to purchase.” [1] This method includes planning specific timelines and milestones at the beginning of a sale, both internally and with the business customer.
Even if the buyer decision process was highly rational, the required product information and/or knowledge [4] is often substantially limited in quality or extent, [5] [6] as is the availability of potential alternatives. Factors such as cognitive effort and decision-making time also play a role.
Sales management involves breaking down the selling process and increasing the effectiveness of the discrete processes, as well as improving the interactions between processes. For example, in an outbound sales environment, the typical process includes outbound calling, the sales pitch, handling objections, opportunity identification, and the ...
A major deficiency of the AIDA model and other hierarchical models is the absence of post-purchase effects such as satisfaction, consumption, repeat patronage behaviour and other post-purchase behavioural intentions such as referrals or participating in the preparation of online product reviews. [10]
Sales process engineering is the systematic design of sales processes done in order to make sales more effective and efficient. [ 1 ] It can be applied in functions including sales , marketing , and customer service .
Consumer behaviour is the study of individuals, groups, or organisations and all activities associated with the purchase, use and disposal of goods and services.It encompasses how the consumer's emotions, attitudes, and preferences affect buying behaviour.
The dual process has impact on social psychology in such domains as stereotyping, categorization, and judgment. Especially, the study of automaticity and of implicit in dual process theories has the most influence on a person's perception. People usually perceive other people's information and categorize them by age, gender, race, or role.