1: List and describe three value creation selling approaches that appeal to vari

Question

1: List and describe three value creation selling approaches that appeal to various types of customers.

2: According to the buyer resolution theory, a purchase is made only after the prosepect has made five buying decisions. What are they?

3: Explain how Maslow's hierarchy of needs affects buyer behavior.

4: J.D. Power, founder of J.D. Power and Associates , says " We define quality as what the customer wants." Do you agree or disagree with his observations? Explain your answer.

5: What is the relationship between value-added selling strategies and the cluster of product-selling satisfactions?

Explanation / Answer

value creation selling approaches that appeal to various types of customers.:-

1.Get marketing and sales aligned with the value-created selling process and clearly identify the Buyer Persona and how the products specifically create value for the persona.

2. Adopt an Inbound Marketing approach to get-found on the Internet, create mind-share, and incubate interested prospects

3. Equip your sales team with appropriate communication, language and listening skills - in an emerging market, the buyers may know there is a problem, but may not be able to clearly articulate how to go about solving it.

4. Develop a Whiteboard Selling story, capturing your value proposition and how buyers can use your products to create value and train all your customer facing reps in delivering it.

5. Align the operations of the company to support the new value-created selling mode

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the selling-buying process recognises that a purchase will be made only after the prospect has made five buying decisions involving specific, affirmative responses to the following questions:

1.         Why should I buy? (need)

2.         What should I buy? (product)

3.         Where should I buy? (source

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