...SPIN Selling SITUATION ⋅ PROBLEM ⋅ IMPLICATION ⋅ NEED-PAYOFF By Neil Rackham 1. Sales Behavior and Sales Success Small Sales Selling Techniques • The traditional selling techniques that most of us have been trained to use work best in small sales – a sale which can normally be completed in a single call and which involves a low dollar value. These selling techniques don’t work for major sales and in fact can hurt your success as the sales grow larger. Longer Selling Cycle - Whereas a simple low-value sale can often be completed in one call, a major sale may require many calls spread over a period of months. Building Value is Critical to Sales Success - As the size of the sale increases, successful salespeople build up the perceived value of their products or services. The building of perceived value is probably the single most important selling skill in larger sales. On-going Relationship – As the sales grows larger, the customer puts more emphasis on the salesperson as a factor in the decision. In a large sale, product and seller may become inseparable in the customer’s mind. The Risk of Mistake – Customer’s become more cautious as the decision size increases. Purchase price is one factor, but fear of making a public mistake may be even more important. • Characteristics of Major Sales • • • • simplest to the most sophisticated, goes through four distinct stages: • The Four Stages of a Sales Call - almost every sales call, from the Preliminaries – These...
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...SPIN Selling SITUATION ⋅ PROBLEM ⋅ IMPLICATION ⋅ NEED-PAYOFF By Neil Rackham 1. Sales Behavior and Sales Success Small Sales Selling Techniques • The traditional selling techniques that most of us have been trained to use work best in small sales – a sale which can normally be completed in a single call and which involves a low dollar value. These selling techniques don’t work for major sales and in fact can hurt your success as the sales grow larger. Longer Selling Cycle - Whereas a simple low-value sale can often be completed in one call, a major sale may require many calls spread over a period of months. Building Value is Critical to Sales Success - As the size of the sale increases, successful salespeople build up the perceived value of their products or services. The building of perceived value is probably the single most important selling skill in larger sales. On-going Relationship – As the sales grows larger, the customer puts more emphasis on the salesperson as a factor in the decision. In a large sale, product and seller may become inseparable in the customer’s mind. The Risk of Mistake – Customer’s become more cautious as the decision size increases. Purchase price is one factor, but fear of making a public mistake may be even more important. • Characteristics of Major Sales • • • • simplest to the most sophisticated, goes through four distinct stages: • The Four Stages of a Sales Call - almost every sales call, from the Preliminaries – These...
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...[pic] Overview: Seller Support at AMAZON Amazon.com strives to be Earth's most customer-centric company where people can find and discover virtually anything they want to buy online. By giving customers more of what they want - low prices, vast selection, and convenience - Amazon.com continues to grow and evolve as a world-class e-commerce platform. The Seller Support team acts as the primary interface between Amazon and our business partners. We obsess over providing world class support to Merchants selling on the Amazon platform. We strive to predict the Seller's needs before they recognize they may have a problem, create innovative self-help tools, and provide solutions to help our partners better serve their customers. Position Description: Seller Support Associate LOCATION Bangalore / Hyderabad LANGUAGE REQUIREMENTS English SHIFT REQUIREMENTS 24/7/365 The Seller Support Associate acts as the primary interface between Amazon and our business partners. The Seller Support Associate will be responsible for providing timely and accurate operational support to Merchants selling on the Amazon platform. The successful candidate has an immediate, distinct effect on the experience of customers of Amazon, making a strong record of customer focus a high standard for the role. A Seller Support Associate is expected to address chronic system issues, provide process improvements, develop internal documentation, and contribute to a team environment, all while adhering...
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...which this paper tries to answer “Is bargaining a consumer need or goal?” We tried to identify the "Is bargaining depend upon any cultural or social cause?” Gender, age, lifestyle and many other attribute which can affect bargaining behaviour. Is Bargaining depends upon product specific like apparels, grocery items, durable goods, consumer goods, daily use products etc. We try to give bargaining with 360 degree view by help of seller as well as buyer also. This paper includes both explicit bargaining and the tacit kind in which adversaries watch and interpret each other's behaviour, each aware that his own actions are being interpreted and anticipated, each acting with a view to the expectations that he creates. Introduction "Bargaining power of both buyers and sellers," "bargaining strength of deal making," "bargaining skill adopted by different gender" suggest that the advantage goes to the powerful, the strong, or the skilful. Bargaining is an art which is somehow depend upon personal characteristics and attributes. Bargaining is not a game where only win or lose situation, it can be an intermediate also. Bargaining is one of essential marketing process which have transaction between buyer and seller. Bargaining is a core process of different marketing contexts. Bargaining occurs when negotiation happen between two parties. Bargaining has one most important objective for both the partners between buyer and seller is maximize its benefits by paying less cost. Every member...
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...managing conflict. Basically, the act of negotiating is a part of everyday living. Understanding the proceedings of a negotiation and initiating the correct attitude, speech, and interpersonal skills will be the ultimate determination about the effectiveness of negotiations between two or more people. Statement of Agreement for Purchase of the Automobile Price: $9,650.00 Manner of Payment: Check issued from local bank. Special Terms and Conditions: Upon receiving check vehicle will be delivered as is. We Agree to the Terms Above: _____John Baker_________ ______James Walton __ Seller Buyer Who Made the First Offer: James Walton Initial Settlement Seller: John Baker agrees to sell a 2006 Volkswagen Jetta to James Walton for $9,650.00. Buyer: James Walton agrees to by a 2006 Volkswagen Jetta from John Baker for $9,650.00 (Lewicki, 2009, pg. 491). Negotiation Exercise As a result of the negotiations involving the selling of a 2006 Volkswagen Jetta, a price was set that both parties could agree on. In the negotiation process the following was used to determine a fair price for the buyer and the seller: 1) The blue book value which is $13,200; 2) The trade in value, $9,250; and the private party value, $10,250. I can say that I was satisfied with the transaction and the final offer and settlement...
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...Trust in the Buyer-Seller Relationship -Rajagopal (2008). Buyer–supplier relationship and operational dynamics. Journal of the Operational Research Society, 60, 313-321. Retrieved from https://mail-attachment.googleusercontent.com/attachment/u/0/?ui=2&ik=8df4cba13e&view=att&th=13bd533efba7fae4&attid=0.6&disp=inline&safe=1&zw&saduie=AG9B_P8TJ-WNmgQFWQD9AhqVeV_P&sadet=1356604133902&sads=GsDnMF7K2qC_dTfR3LG1zJ46YzM. -Stanko, M. A., Bonner, J. M., & Calantone, R. J. (2007). Building commitment in buyer-seller relationships: A tie strength perspective. Industrial Marketing Management,38(6), 1094. Retrieved from http://search.proquest.com/pqcentral/docview/204596342/13B416BAF5B23C10E4/1?accountid=14375. -Claycomb, C., & Frankwick, G. L. (2010). Buyers' perspectives of buyer–seller relationship development. Industrial Marketing Management, 39(2), 252-263. doi:10.1016/j.indmarman.2008.08.004 Abstract: Relationships are around us everyday. We have small relationships from the baristas at Starbucks to our spouses, who we make legal and emotional commitments to. Either way, our daily life is formed by all the relationships we encounter; how we react, behave, and relate to them reveals to us everything we need to know about who we are and what is important to us. Business relationships have many dimensions to it. There are many different ways to achieve a successful business relationship. This paper will review and analyses three different...
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...for an online marketplace owned by EBay, Half .com. It allows for buyers to sell a vast range of products to potential buyers. Al though the concept of Half .com might seem to resemble that of EBay, it is not the same. On Half.com products have fixed prices and buyers and sellers don’t interact directly since, the design of the website is quite self-explanatory with help pages that assist both the buyers and the sellers using the online marketplace. However, sometimes things may go wrong as in any virtual market place due to lack of direct contact between the buyer and seller. This is where the customer service agents play an important role in helping both buyers and sellers trade efficiently and improve their user experience. The day diary provides for some information about a typical day of a customer service agent at Half.com. Although it doesn’t provide for sufficient information to develop a job description, it does highlight some key responsibilities and duties attached to the job. Information collected from the Day diary The day diaries provide for a lot of useful information that can be included in a job description as it outlines the knowledge, skills and abilities that customer service agents need to perform tasks efficiently and also, the most important tasks and responsibilities. The following information from the case can be useful when developing a job description: Repetitive tasks the case highlights how the customer service agents have to perform repetitive...
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...type of business for the market? • What experience do I bring to the venture? • What is the success potential? • What changes are needed—and how extensive are they—to realize the full potential of the value of the business? People buy businesses for different reasons. As described in Figure 7.1: Types of Business Buyers, we can categorize buyers into four areas: 1. Main street buyers 2. Corporate refugees 3. Serial entrepreneurs 4. Financial buyers Figure 7.1: Types of Business Buyers on page 232 presents four profiles of main street, corporate refugees, serial entrepreneurs and financial buyers. Advantages of buying an existing business include: • A successful existing business may continue to be successful. • An...
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...type of business for the market? • What experience do I bring to the venture? • What is the success potential? • What changes are needed—and how extensive are they—to realize the full potential of the value of the business? People buy businesses for different reasons. As described in Figure 7.1: Types of Business Buyers, we can categorize buyers into four areas: 1. Main street buyers 2. Corporate refugees 3. Serial entrepreneurs 4. Financial buyers Figure 7.1: Types of Business Buyers on page 232 presents four profiles of main street, corporate refugees, serial entrepreneurs and financial buyers. Advantages of buying an existing business include: • A successful existing business may continue to be successful. • An...
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...through project procurement management are becoming so necessarily. There are numerous tools and techniques available to project procurement teams to get favourable results and outputs. These outputs become important tools to organizations to use in the future on similar projects. INTRODUCTION Acquiring products or services under contract using outside buyers or sellers has become a very important aspect to many organizations. The reasons is that it reduce both fixed and recurrent costs, allowing client organizations to focus on its core business, organizations can gain access to specific skills and technologies, providing flexibility where extra staff can be provided during periods of peak workload, and increasing accountability because contracts are legally binding. To be successful in project procurement management there are four main processes for organizations to follow. They are planning procurements, conducting procurements, administering procurements and closing procurements. Planning Procurements Planning procurements involves build versus buy decisions. This process identifies which project needs can best be met by purchasing or acquiring products, services or results outside the project organization. The process involves deciding whether, how, what, how much and...
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...What Must Be Included with Bid 4 1.3. Schedule of Bid Period Activities 4 1.4. Location of Work 4 1. INSTRUCTIONS TO BIDDERS 1.1. General Description of Work Contractor shall provide a solution to supply outages and delays of tracking system. The current tracking system is still in the design stage. Contractor must have a minimum of 5 years experience in Inventory and design. Excellent verbal and written skills are a must. Must be successful at building & maintaining productive customer relationships and excellent internet knowledge and acquired web skills. Contractor shall provide all personnel and supervision necessary to perform services. Cheryl: Good but I need background info on your company and your company’s strategic objectives. This is important in order to provide complete picture of your company’s culture and business objectives. Need an in-depth description of the work so that the sellers would understand exactly what you want and how you want it. This is very basic to convey and shape your expectations and that of the sellers 1.2. What Must Be Included with Bid To properly evaluate the bid proposals when they are received, all of the information requested must be provided by the bidders. Information requested for bid will be an invoice with service pricing for 6 months and any background work and school experience with contact information. Bidder must include business insurance, bonding information and business license. Bidder must include...
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...communication between a buyer and the seller, often in a face to face encounter, designed to influence a person’s or group’s purchase decision’ (Roger A. etal). It is a highly human intensive activity. The tasks involved in managing personal selling include; Setting objectives, organizing the sales force, recruiting, selecting, training, compensating sales people and evaluating the performance of the sales people What does sales management involve? 1. Planning the selling programme 2. Implementing the programme 3. Controlling the personal selling effort of the firm The role of Personal Selling in Marketing * Sales people critical link between firm and its customers * In the customers’ eyes sale people are the company * Play dominant role in the overall marketing programme. Relationship Selling: a practice of building ties to customers based on sales person’s attention and commitment to customer Involves mutual respect and trust. Focuses on creating long term customers, not on one time sale Partnership Selling/Enterprise Selling Buyers and sellers combine their expertise and resources to create customized solutions. Commit to joint planning, sharing of customer competitive and company information for mutual benefit X’tics of Modern Selling * customer retention and deletion * Data base and knowledge management * Customer relationship management * Marketing the product * Satisfying needs and adding value * Problem...
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...I strongly believe that communication is a very important skill a person should learn in order to be successful in the world today. Personally, communication skill is one of the most important and useful skills because it helps us to build relationship, give many opportunities , behave properly towards everyone. First, we can know how to behave kindly and properly towards everyone while we talk. Communication is indispensable in daily life such as at home, school, work....With every certain ages, we need to react differently. For instance, when you talk with parents, adults or superior, you should show respect and politeness for them. Or with friends, colleagues, children,...we can talk naturally, informally. That’s only basics. Communication skill had better to improve regularly through family, book, school, teacher....A person communicates well who has a great regard for everyone. Second, thanks to a good communication, we can build a lot of relationship. In first meeting or events, what you show and behave will create a bad or good impression in someone’ eye. If you talk smartly, ridiculously, attractively and show your ability, you will draw attention to listener.Finally, we have many opportuinities. Why??? Good communicating is a way to lead to a success. Having a good communication skill in business, seller will make customers trustable for advertising a product. At presentation, you surely attract audience about subject what you talk to and show your self-confidence and...
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...Amway India is the country’s leading direct selling FMCG-company which manufactures and sells world-class consumer products. All its products are covered by a 100 per cent Money Back Guarantee. If not completely satisfied with the product, the consumer can return it for a 100% refund.There is no joining fee for the Amway business – any adult can enrol as an Amway distributor, without any payment Manufacturing Almost all Amway India products are manufactured in the country through seven third party contract manufacturers. To bring the identified contract manufacturers’ production facilities and skills to international standard, Amway has invested in transfer of state-of-the-art, world-class technology to the contract manufacturers free of cost. PRODUCTS At present, Amway India offers over 130 products in five categories. They are Personal care category, Home Care category, Nutrition & Wellness category, Cosmetics and Great Value Products.With the exception of Cosmetics range (Artistry*) and some products in Nutrition and Wellness category, all Amway India products and bottles are manufactured in India. The products match Amway’s global quality standards. They carry a tamper-proof seal and a ‘100 per cent Money Back Guarantee '. Amway products are environment friendly, and are not tested on animals. Amway encourages the return of its used product bottles for re-cycling and to prevent their misuse. Direct selling Amway...
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...writing on sales skills and customer service. I am going to look deeply into how people have the correct skills to create good relationships with customers ensuring a successful sale and a happy customer. I will assess customer expectations and determine which social style inspires customers to express their own opinion and feel comfortable enough to buy. There are three types of sales presentations. The first being standard memorised presentation, this covers specific selling points in a particular sequence and manner. The advantages ensure the complete and correct story will be told and provides the sales person with prepared answers to questions or objectives that might be raised. Its main disadvantages are that it may be too mechanical and artificial making it hard for people to participate in these presentations. In addition it cannot be used effectively if more than one product is being sold. The second being an outlined presentation, which includes the most important sales points needed for the specific presentation which is less structured than the standard memorised presentation. Its advantages are that it feels more natural and allows more involvement for the participants. It offers flexibility therefore keeping people motivated and able to stay on track. Disadvantages are that the sales person may draw away from key factors or points raised. The third being customised presentation, often requiring a customer needs analysis, depending on customers needs will be written...
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