ADVANTAGES OF KNOWING THE SELLING AND THE BUYING PROCESS
The sales representative starts to build a relationship with the client when he visits the client for the first time, now at that point of time the client maybe in any of the buying stage.
If the sales person is able to identify the stage customer I sin the buying process it would be easy for the sales representative to match it with his efforts, his job becomes clear too and he would then take up an appropriate action in the selling process.
Example say customer is in the process of eliminating doubts then the sales representative would focus on eliminating doubts and queries rather than introducing the bank or closing the deal.
The sales representative starts to build a relationship with the client when he visits the client for the first time, now at that point of time the client maybe in any of the buying stage.
If the sales person is able to identify the stage customer I sin the buying process it would be easy for the sales representative to match it with his efforts, his job becomes clear too and he would then take up an appropriate action in the selling process.
Example say customer is in the process of eliminating doubts then the sales representative would focus on eliminating doubts and queries rather than introducing the bank or closing the deal.