Successful Sales Techniques
The main concept of sales strategy lies in the planning of the strategies that will be helping a company to gain competitive advantage in positioning the product and the brand of a company. According to the knowledge that I have gained during the conduction of the core of the study is that different sales strategies and theories are present that will be helping the companies to boost their selling capacity of the companies. The different sales theories that has been used in the given paper like the AIDAS theory of personal selling, “Right Set of Circumstances” theory of selling and different other sales theory has been effective in understanding the strategies of personal selling and sales strategy.
Evaluate of the conversation and recommendation stage of the Role Play and discussion on the approach that is taken including the product chosen and the techniques used.
According to the Role Play that has been conducted, the conversation mentioned in the Role-play chart shows the consultant has considered various methods and approach. I have identified that the approached has been taken by the company in order to provide the package or the product that includes self-travelling for 10 days with accommodation, a seven-day Metro Train Pass and must be open to a stopover. In accordance to the scorecard of the conversation role-play, I have analysed the scorecard that provides the different methods and packages that has been taken by the in order to carry out the role-play during the session. According to the role-play, the first conversation that took place is based on the welcoming conversation that has been conducted between the consultant and the customer where it has been identified if the greeting that was done in the professional friendly manner. This conversation went well in accordance to the report that stated that the customer and the consultant connected and there was a proper greeting was exchanged between both of them. The consultant has made the welcoming conversation presentable by knowing the customer's name (Manathunga & Hernández-Leo, 2015).
According to the conversation stage that has been created in the role-play, various specifications have been identified. It is seen that the consultant has ensured that there has been better understanding of the needs of the customers and the requirements that has to be maintained in order to give the customer proper satisfaction of the products and the services that was asked for by the customer. In my knowledge, the conversation stage between the client or the customers and the consultant involved different questions. The very first question that has asked on behalf of the consultant involved understanding of the destination that will be visited by the customer and the travelling date as the customer has asked for self travelling service that will be continuing for 10 days from 1st November to 10 November. From this question, I have analyzed that there has been a brief understanding of the basic priority of the customers and a proper communication has been developed between the customers and the company.
The second conversation was based on the knowledge of the reason for travelling and the accompanies that the customer will be with while the customers is travelling. This has allowed me to understand the company is giving importance to the understanding of the specification of the services that is being required by the customer. In the third question that has been asked by the company to the customers is the experience that the customer will be interested to gain while availing the services of the company. For this the customer has mentioned that there should be no transit to LA and the arrival of the travelling medium should in the morning. This makes me realise that the company has given priority to the customer satisfaction and the specific need of the customer (Park & Nam, 2015).
I have realized in the customer’s feedback that the company or the consultant has showed genuine interest while enquiring about the specification of the customer's need and requirement. The customer has been further asked if the consultant has qualified the needs and the activities that were asked by the customer from the company while availing the services of the company. It is seen that from the given conversation that the consultant has ensured that the interaction with the customer has been done appropriately in order to analyse the needs of the customer so that the company or the consultant can easily provide the services to the customers and sell the products of the brand or the business. I have analysed from the conversation between the customer and the consultant is that the consultant has used appropriate techniques in order to understand the needs of the customer. The consultant has adopted better communication strategy that has allowed the consultant to easily interact with the customers, thus providing much better service to the customer and better utilization of the selling process (Terho, Eggert, Haas & Ulaga, 2015).
The second stage of the role-play was the stage of recommendation. This stage in entirely based on the understanding of the different measures that has been taken by the consultant for the customer in order to makes sure that the customers has been getting the appropriate result for the service and the products that has been asked by the customer. According to me the recommendations of the role-play defines the different steps that has been taken by the consultant which is related to the consideration of features and benefits for the customer. In have analysed that the recommendation stage of the role play was entirely based on the implementation of the different needs of the customers and giving recommendation so that the customer can align their needs with the recommendation of the consultant which will be giving better production to the company or the consultant. The recommendations on the ole play included various question to the customer, which had positive response (Sanoff, 2016). The first question was based on the fact if the features and the benefits that are to be provided to the customer has been utilised by the consultant for giving the customer a better satisfaction by availing the services of the consultant.
The second question is entirely based on the identification if the recommendation that was provided by the consultant was entirely based on the personalisation of the services in accordance to the needs of the customer. For this, the customer has given a positive response indicating the consultant was successful in fulfilling the needs of the customers. The last question that has asked to the customer is whether, the consultant was able to provide the customer with the specific product and the destination knowledge. The respond to the given question by the customer was positive, thus I can analyse from the recommendation stage that the consultant has been able to give importance to the customer’s needs and has given appropriate service to the customer (Sarin, Sego, Kohli & Challagalla, 2015).
Consider a positive sales situation that has been experienced, identification of the theories and concepts that has been used by the brand or business that is leading to business or brand loyalty.
In reference to the situation that indicates a positive sales experience, shows that the appropriate use of the selling techniques and strategies are beneficial in understanding the overall performance of the employees in a business in maintaining the brand loyalty. According to my experience the use of appropriate theories are essential to ensure that the brand or the business is using definite theory and concept that will be allowing the company to analyse the personal selling techniques and sales process that will be used by the business for better selling performance. There are various types of selling process or theory and the application of these theories will allow brand loyalty or increase in the business selling process (Sekaran & Bougie, 2016). These theories are given below. The theories are also based on personal selling techniques.
- AIDAS Theory of Selling
This theory of selling based on the seller. It can be stated that the AIDAS theory of selling is seller-oriented theory that is based on five components that are attention, interest, desire, action and satisfaction. This is a type of theory that is entirely based on experimental situation and knowledge. This type of theory is mostly used by the businesses and in my experience, the brand has been using a theory process that involved the following components and the brand gave importance to the mentioned components below.
Attention getting: this is the first step that is present in the theory of AIDAS. This step involves the use of the concept where the main objective of the theory is to analyse the mindset of the customer and continue with the sales talk. This will ensure that the salesperson is trying to get the attention of the customer towards the products that is being provided by the brand or the business. In this stage, the salesperson has to make sure that the customer gets convinced in attending the interview where the customer will be involved in a conversation that will allow the salesperson to effectively display the product and the service to the customer (Blackston & Lebar, 2015).
Interest Creating: interest creating is the second stage according to this theory. In this stage, the interest of the customer is intensified by the salesperson. This is done so that the customer gets more convinced to avail the service port the product that is being provided by the business. In order to attain this stage the salesperson has to be very enthusiastic in order to convince the customers for availing the service that is being given by them. In this step, various methods can be applied. One of such methods is handing over the prospect of the product to the customer, providing brochures to the customer and other materials that will be giving visual aid to the customer regarding the product that is being sold by the brand or the business.
Desire Stimulating: after the attention of the customer and the interest of the customer has been gained, the third stage of the theory involves the development of a strong desire by the salesperson in the customer for buying the product. It has been noted that this stage of the theory involves various -prospects where the customer is almost convinced to buy the product and there will be time saving in availing the product by the customers.
Action Inducing: this is the last stage where the buyer is completely convinced to buy the product and has asked the seller to pack the product or provide the service to the customer. In this stage, the seller has to ensure that the deal that has been set is not being wasted by any silly mistake from the sellers end.
Satisfaction: this is the stage where the seller is assured that the customer is satisfied with the product or the service that has been provided by the seller (Hair, 2015).
- “Right Set of Circumstances” theory of selling
Right set of circumstance is a theory that is based on a particular situation that arises. It has been seen that this theory is entirely based on the psychological origin. In this theory, the major focus is given on the circumstances that are prevailing in the selling situation that will be causing the respond to be predictable for the salesperson to adjust and react accordingly. This will make the respond in favour with the business, thus there will be better selling of the product of the business and the brand loyalty.
- “Buying Formula” theory of selling
figure: buying formula theory
This is theory that is based on the thinking process of the buyer. In this process, the buyer is analysed by the salesperson and when the buster mentions any problem regarding the buying of a product or service, the seller ensures that the thought process of the buyer is properly analysed by the seller. This theory is entirely based on the fat that when there is a need or a problem, there is the need for finding the solution of the problem. During the purchasing problem that is being faced by a customer, the solution to the problem is entirely based on two parts. The two parts are product or service or both and the brand name or the manufacturer name.
Choosing a tourism product explanation of the theories underpinning the product selected for the consumer and the strategies that can be applied to the sales process
It has been noted that the company Emirates has been providing its customers different offers and benefits that are entirely based on the corporate sector and are in constant need for travelling due to business emergency or requirements. The company has been providing business class flight to London for the corporate travellers. Emirates business class flight is a scheme that has been adapted by the company in order to ensure that the products of the company are being sold on a wider rate (Peppard & Ward, 2016). According to the scheme the company has engages itself with different organisations that fly their employees in different parts of the world for business purposes most frequently. The company has made certain dealing with these organisations that helps in reducing the time for the company to travel their employees and the cost of travelling, that is being barred by the company for the employees.
According to this scheme, a custom-made agreement is developed between the organisation and the company Emirates, which will be helping the organisation to meet the specific needs of the company that will be required by the employees in order to get organization benefits from the scheme. This is done by their extensive partnership with the airlines. The company has made sure that a single designated account manager is present for the Emirates that will help in reducing the communication complication that is faced by the organization while making any custom-made need specification for the company (Hill, Jones & Schilling, 2014). The company has ensured that special discounts will be provided to the organisation that will be availing the services that will be provided by the company, which is based on the Emirates Business class flights to London for a corporate traveller.
The scheme will also be providing the company with better feedback, quality of service and the customer client’s relationship that will be effective and long lasting. In order to make the selling of these schemes of the company more effective, the company can make use of the selling theory that is based on the Behavioural Equation Theory of Selling. This theory is based on the buying behaviour of the consumer, that is considered phase of the learning process and drives the buying sense of the customers (Bloch & Metcalfe, 2017). This is based on few strategies that are given as follows.
- Driving the interest of the buyer by instigating the stimuli of the buyers
- Triggering the cues of the buyer that determines the response when the buyer will be buying a product
- Buyer’s response
- Conduction of the event that will be strengthening the buyer’s interest to buy the product
Thus, from the sales strategies that has been identified by me, I have analysed that using of appropriate selling strategy will be beneficial for any company to get better response from the customer and there will be better selling of the products. I have also realised that he companies need to ensure that theories of personal selling and sales process should be adapted and applied to make better reinforcement of the buyer’s thinking strategy to buy a product.