Session 05

Selling to Individuals

Submitted by
“ ”

Diksha Taneja (PGMB 1955)

JAIPURIA INSTITUTE OF MANAGEMENT

“

A-32 A, Sector 62, Institutional Area, Noida- 201309 (U.P.) ”

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 How Technology will impact selling to
individuals?

 From generation to generation many people are getting more and more addicted
to these new technologies, as a result, many consumers’ ways of buying and
selling products appear to be more reliant on these online and digital
technologies. Some people believe that technology has implemented a variety of
online digital solutions in order to attract a large number of users including
buyers and sellers and make the process of purchasing and selling goods or
services a very easy one. I think that some of the consumers’ habits have
changed drastically because of the new development of technology that offer
the consumer more than a way of making their own purchases.

Online research reveals fairly quickly how closely a buyer matches their ideal
customer. The impact of technology on selling to individuals shows that the
internet has caused a selling revolution by putting total purchasing and decision
making authority in the hands of the prospective buyers.  Today’s sales force is
no longer required to find prospects for products and services; prospects will
find you online.  This has put an end to traditional prospecting and driven lead
generation online.

 In today’s world, many people are well aware of the various online
platforms and they prefer to search for any particular service or product
on these platforms rather than going outside searching store to store for
the same.

 Social media platforms are playing a vital role in selling to the

prospective customers. Every information related to the product can be
showcased on the platforms so that most of the people will be aware of
the products and the products can have a wider reach as compared to
selling individuals door to door.

Companies must adapt to this changing environment and realize ROI from cold
calling and prospecting are quickly diminishing.

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The first thing comes the website. Website has become the first presentation
and is vital in moving a prospect towards a sale.

 In the past, prospects relied on the sales person’s knowledge and sales
abilities to move towards a close.  This is no longer the case, as the
Internet is the main resource for these buyers to learn and they no longer
have time for salespeople.

Therefore salespeople must also be very well versed with the web marketing
because it is the primary driver of the sales process. Good salespeople must
know how to identify and connect with prospects from the world’s best lead
generator, the Internet.

 On the one hand, new technologies are entrenched in every daily

activities, so consumers’ behaviour is being influenced by the huge
presence of technology in every type of industry, especially in the most
developed countries, where there is a large number of population that use
internet, as a result, many people prefer using the internet to do almost all
their daily transactions for instance, online shopping, paying bills,
booking for a holiday and so forth, so this way of consumption seems to
be more comfortable than the traditional one because it results in the
consumer saving money , effort and time.

 On the other hand, as the internet has become widespread, consumers

now have access to a significant number of online platforms which have
been created as a response to the consumer’s needs, for example, there
are thousands of web sites such as Amazon, eBay, eBid, Flip kart which
allow people to opt for better items as well as better prices, Also they can
buy or sell goods at any given time without even leaving their home, so
all these range of attracting options , which are associated with
technology, have rendered the consumer’s lifestyle very different.

In conclusion, Technology has improved the life cycle of people’s consumption,

it has given them the possibility to have more control over their products.

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