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Eureka Forbes Case Analysis
Eureka Forbes Case Analysis
Selling to Individuals
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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.
Companies must adapt to this changing environment and realize ROI from cold
calling and prospecting are quickly diminishing.
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.