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Sales Management > Best Practices

Anneke Zwart, Student (University), Netherlands
Moghareh and Haghighi (2009) discuss the various selling strategies and how each strategy affects sales performance. The authors mention 3 selling strategies that would have a positive effect on sales performance:
  1. Adaptive: The adaptive selling strategy is referred to as the process of obtaining information about the selling situation and then adapting the sales behavior to the information perceived, so as to create a sales presentation that matches with the desires of the customer.
  2. Customer-oriented: The customer-oriented selling strategy comes from the customer-oriented management philosophy. According to this philosophy companies must seek ways that satisfy their customers’ needs by coordinating a range of activities that permits the company to also achieve its goals. Therefore, the required knowledge and skills that salespersons following such a strategy need are: 2.1. Effective listening skills to obtain the necessary information about the consumer an (...) Read more? Sign up for free

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  Amir Murtaza, Pakistan
 

Selling Mantra

A well-known old statement is: “THE CUSTOMER IS AL (...)

  Micha Hamer, Director, Netherlands
 

One More Selling Strategy: Insight Selling

These days I think there always needs to be some k (...)

  Arce, Manager, Costa Rica
 

Selling Strategies Not Only Based on what the Customer Wants

In my view the best sales strategies are not only (...)

  Abdulmotaleb Amara, Libya
 

Truly Understanding the Customer Requirements

I think understanding the customer requirements an (...)

  Velaphi Fisher, Manager, South Africa
 

Selling Strategies Crucial for Negotiation

We can build several strategies emanating from our (...)

  Ibrahim Rasheed, Director, Maldives
 

Generic / Global Selling Strategies? Impossible..

No matter how much we discuss and try to list gene (...)

  SH Jo, Manager, Korea (South)
 

Sales Strategies in B2C / B2B

In case of Business to Customer (B2C), the custome (...)

  Vince Martin, Manager, United Kingdom
 

The Appropriate Sales Strategy Depends on the Audience

You have to adapt the strategy to the person you a (...)

  pankaj, student, India
 

Customers are more Informed; Customization Strategy

@: We can not say that customers are always right (...)

  Rema Viswanathan, Professor, India
 

Little Sales Needed in Case of Good Customization Strategy

Examples of customization can be found in Indian r (...)

  Laszlo Gal, Analyst, Hungary
 

Sales Strategies also Depend on the Business Model of the Firm

Sales strategies in the airline industry depend on (...)

  MUNI DAVE, Business Consultant, India
 

Customer is KING, not GOD

I have my reservations about CUSTOMER IS ALWAYS RI (...)

  KOEHL Maryse, Professor, France
 

One to One Selling Strategy

Each customer (person) is different (profile, pers (...)

  Regina Maru, Student (University), Kenya
 

Combine Selling Strategy with Marketing Strategy

I do not think there is a 'one size fits all' sell (...)

  Victor Chewe, Business Consultant, South Africa
 

Pareto 80/20 Principle as a Segmentation and Sales Strategy

I'd like to suggest the application of as a Sales (...)

  Marco Moro, Business School Marketer, Bolivia
 

The Adaptive Selling Approach is Now Best

With the internet the customer-oriented orientatio (...)

  Jaap de Jonge, Editor, Netherlands
 

Role of Internet in Selling Strategies

@: In my view, the internet is being used to suppo (...)

  ARAM NGOMBE, Zambia
 

Adaptive Selling Strategy

It’s important to realize that businesses are ther (...)

  Marco Moro, Business School Marketer, Bolivia
 

Role of Internet in Selling Strategies

The problem is that, in my opinion, customer orien (...)

  Maurice Hogarth, Consultant, United Kingdom
 

Are there Really Three Sales Strategies?

The answer is no. I disagree that the brief actual (...)

 
More on Sales Management
Summary
Forum
5Cs of Sales Management
🔥Virtual Selling Process Due to Internet and Covid
Key Account Management
Best Practices
🥇Sales versus Marketing
🥈Sales versus Business Development
🥉B2B Sales of New Products
How to Motivate the Sales Force?
Sales Strategies | Selling Strategies
7 Steps of the Selling Process
Sales Methods, Models and Theories
Approaches for Sales Pipeline Management / Sales Funnel Management
How to Align Sales Strategies with Corporate Revenue Targets?
How to Implement Strategic Account Management?
Integrating Sales and Marketing
Metrics for Tracking Sales Performance
Understanding the Buying Process in Major Accounts
Special Interest Group Leader

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