It is the sex appeal that makes teenagers and adults to behave in an unusual manner. By comparison, consider the thought that goes into choosing , a solicitor, a surgeon, an provider, a mechanic to service your car, or perhaps reliable. True, all customers have the same product wants and needs. A real asset to better meet the needs of its customers and increase sales. For large looming or large overwhelming things, focus only on each small step and just try to accomplish that. True, products offer different benefits to different customers.
For instance, a housewife may like to have a silk saree for the simple reason that all the neighbouring housewives have silk sarees. When that is not the case, the salesperson must ask questions to select the most appropriate product s to show the customer. To describe product features in industry terms b. A greater importance is also placed on consumer retention, customer relationship management, personalization, customization and one-to-one marketing. Socioeconomic status is an economic and sociological measure of a person's income, education, and occupation. It can be further classified under three main headings.
The very fact that an objection is raised indicates that the customer is interested in the merchandise. The study of buying motives is part of human behaviour and human behaviour is a part of psychology which is the study of human mind of all subject, human psychology though it is the oldest, it took centuries to understand human mind, still it is considered as the youngest science. Appearance of the Store: It is the mob-psychology that a store that is attractive or alluring deserves entry. It will be harder to discover customer needs. A place objection involves an objection to the business or an employee.
They might obtain information about features from the good or service itself, from customers, from manufacturer's literature, from other sales personnel, or from advertising materials. They cannot be rearranged if the best results are to be achieved. If the employees are efficient and are capable of helping the buyers in making their purchases, people naturally would flock to such a shop. Customers consider style in everything they buy, and a smart salesperson will point out the aesthetic features of the product. Salespeople must become very knowledgeable about their products before they can recommend them to customers. The product's features and warranty affect the product decision. You should never ignore a customer.
When customers decide which brand, type, or model to buy, they are making the product decision. Pointing out how good the bread smells Giving away samples of freshly baked bread. In other words, they weigh the pros and cons of the purchase in an appropriate manner and then decide what to buy. Thus, it motivates to purchase the goods such as insurance policy, hiring lockers in bank and membership of health club etc. Delivery policies are an example of service policies. High-Involvement Purchasing Some purchasing decisions are spur of the moment and involve little thought, whereas others take months of deliberation. True, all salespeople make every contact permanent.
They cannot be described as detached because they involve feelings. These factors may convince the customer to buy, and they are more important to a practical customer than a product's popularity, appearance, style, or history. A salesperson must be willing to sacrifice the short-term gain of an immediate sale in return for the long-term loyalty of customers. It is used to develop customer interest and desire for a product. Firsthand knowledge, gained by personal experience, tends to give a salesperson confidence.
When customers make purchases on the basis of judgment, logic, or reason, they are using rational buying motives. Fashion: To imitate is to copy the things. Features are physical characteristics or qualities of a product. All the questions were aligned in an orderly manner. By having selling policies, salespeople know when they should or should not use aggressive selling techniques Selling policies can be used to assess sales staff performance. With motivation being such a major influence on consumption pattern of the customer, there is a strong need to study it as part of marketing research. It is natural tendency to avoid strain pain, physical exertion.
This method can be used effectively if the salesperson is tactful and knows the product well. Trying out a product before buying is often not possible. Fail to answer their questions. Customer complaints and concerns should be addressed as quickly as possible. Pausing from time to time during the sales talk or the product demonstration provides time for customers to ask questions. It can be a point of consumer prepare and loyalty too.