Question

For this exercise, respond to the following questions as if you were a salesperson for your selected company. Be sure to include

rationale, supporting evidence and/or citations for your responses.
Needs analysis Identifying specific customer needs then analyzing them relative to the products and services that can satisfy
those needs is one of the key aspects closing a sale. Think of a time when you were being sold something that did not meet
your needs. What did the salesperson miss? Think of a time when you bought something you did not know you needed until
someone illustrated the benefits?
Tying solutions to needs and closing: The most successful salespeople close more business than their peers because they were
able to tie their products and services directly to the needs of the customer. When this is done well, the salesperson is often
given the order without asking for it. Think of a time when you made a purchase based on the quality of the information
provided to you relative to meeting a specific need?
Please reach out to me with any questions you may have.
Dr. Hanna
This announcement is closed for comments

Answer 1

Tying sales require customers to buy a secondary product to get the primary one they want, which can be problematic and is seen differently from bundling, which provides value to the customer through discounts for multiple related services. Effective sales strategies focus on meeting customer needs with relevant products and services.

Step-by-step explanation:

The concept you're referring to is known as tying sales, which occurs when a customer can only purchase one product if they also buy a second, often unrelated, product. This practice is generally seen in a negative light as it can force consumers to buy items they do not want or need. For instance, if a store mandated that a customer buy a specific portable TV model to purchase a popular DVD, they are engaging in tying sales.

This reduces consumer choice and may not offer any real benefit to the customer. In contrast, a more customer-friendly sales approach is bundling, where products or services are sold together at a discounted rate, such as cable packages including television, internet, and phone services.

Effective sales hin_ge on understanding and meeting customer needs, rather than pushing unwanted products. A salesperson should always aim to match their products and services to the specific needs of the consumer, which can result in sales without even having to directly ask for the order. Personal experiences of sales done right often involve a salesperson who has provided high-quality information directly addressing a customer's needs, leading to a satisfied purchase decision.