Sales and Marketing Lecture 02

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Selling Process and Theories of Selling Dr. Sushil S. Chaurasia Assistant Professor, SIIB

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Sales and Marketing lecture series

Transcript of Sales and Marketing Lecture 02

  • Selling Process and Theories of Selling

    Dr. Sushil S. Chaurasia Assistant Professor, SIIB

  • SALES THEORIES

  • AIDAS Theory

    Attention Interest Desire Action Satisfaction

  • Source: Bonoma,T., Major sales: Who really does the Buying?, Harvard Business Review, July,2006.

  • ORGANISATIONAL BUYING BEHAVIOUR MODEL

  • RELATIONSHIP SELLINGClasses of salespeople relational behaviors: customer oriented selling, adaptive selling, organizational citizenship behaviors and team selling.

    Organizational citizenship behaviors (OCB) areSportsmanshipCivic virtue Conscientiousness Altruism

  • ExerciseThink and reflect on statement, "Sell benefits not features of product or service.Use Business buying model for purchase of Safety Shoes for a chemical Company and discuss the limitations of this model?If relationship are source of enduring competitive advantage, should all firms practice relationship marketing?Salesman: Born or Made?Strategic, Operational and Tactical role of a Salesman.

  • For Exercise 03

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