Personal Selling and Customer Focus Essay Example | Topics and Well Written Essays - 750 words

Personal Selling and Customer Focus - Essay ExampleOf exclusively these methods forestalling and throwing board methods are the closely effective methods of encountering objections.Forestalling shadow be termed as the outperform method of dealing with objections. Salespeople should understand that no product is perfect. There are bound to be trustworthy vulnerable areas or features of their product or services. These features endure immense chances of being materially different from former(a) competitive products in the market or getting misunderstood by a section of the guide audience. There may be many disadvantages attached to a product one is trying to allot like high prices, limited features, lack of service representative in the immediate area, absence of nones discount etc. No matter what the drawbacks are, through the forestall method of objection the salespeople raise the objections in the first place giving the emptor the chance to raise them. For e.g. if the price of a product is high. Before letting the emptor to raise the issue during the sales presentation the salesperson should forestall the objection in the following representation Though you might feel that the price of this product is higher than the competitors product you would have to appreciate the particular that no competitor gives the after sales service as good as we do. Also, the latest technologies have been used to design this product which ensures that it would last longer than any other product in the market. and so if the salespeople are able to forestall the objection convincingly the buyers are surely going to changer their thoughts without articulating the objection that was in their minds. Boomerang method is also very effective. In the words of Weitz et.al By using the boomerang method of responding to objections, the salesperson turns the objection into a reason for acting now. (1992, p. 290) Though this method appears very pushy, it can be effectively a pplied to all personality types. In todays fast pace world every body is short of time and might totally want to ignore the salespeople who are eager to try out an appointment or sell their products. The most common answer to sales call is that Sorry I dont have enough time now. Perhaps we can talk closely it later. Through boomerang proficiency the salesperson can make use of the time constraint of the buyer in the following air I know you have a very busy schedule and that is why this product is most suitable to you because it has the capacity of saving a lot of your time everyday which you can devote in other meaningful activities or in chores that you are longing to do but are not able to do due to lack of time. Time and money are the two main constraints of the buyer and through the boomerang method the salesperson can sell the product by making him examine the benefit of investing these resources. (Weitz et.al., 1992, p. 291)Part 2To resolve the issue in question the 7 line Resolution and Recovery Procedures is the best option. The General Manager should deal with the customer in the following modal value Listen Listening is the most important thing to do when a customer is complaining about something. Even if the General Manager knows about the entire incident she should listen to the customer attentively. This skill would supporter in resolving the conflict amicably. Its often found that just by listening attentively to a complaining customer his anger or dissatisfaction