ABSENTEE ASSIGNMENT – SESSION 5

In this session we learned many things about selling to individuals, SOCO’s impact on
Individual Sales Performance and role play reflecting different selling to individuals
situations .
1. In the concept of selling to individuals, the salesperson needs to interact with the
individual, understand personal background , characteristics needs, values, attitudes,
traits of the individual and the individual also need to understand personal
background, characteristics styles, needs, values, attitudes, traits of the salesperson
after this transaction characteristics could be identified like content, duration, quality,
etc and then the final outcome arrive which is purchase/no purchase, attitude change,
any other positive or negative movement in customer and different experiences of
salesperson.
2. In SOCO, first of all discussing about sales orientation, salesperson having low selling
skills (like identifying needs, matching products to needs) can have better by using
sales orientation in which the salesperson will understand better ways of closing sale,
sales training and many more things related to sales.
For customer orientation, the salesperson needs to identify customer’s needs properly
and then identify the product related to consumer’s need and then finally close the
sale. In this way closing of sale will be very much affective as well as the salesperson
will have a better customer orientation.
Sales orientation+ customer orientation= performance of the salesperson.
Performance is influenced by control variables like age, gender, sales experience and
both sales orientation and customer orientation requires good selling skills like
salesmanship, interpersonal and technical skills.
We understand that no single strategy of influencing the customer is effective as they
respond in different ways and salesperson need to have natural way to neglect quality
of interaction process.
Selling situations are different for every salesperson that is some are development
selling some are selling to build business, maintenance selling and delivering the
products. The role of salesperson is different in each case.
For sales orientation, salesperson are product oriented, self oriented, customer
oriented, company oriented and for customer orientation, customer need patterns are
as follows strong need, medium need, no need and negative need.
We also learned about BUYING STYLE DETERMINANTS of the consumers which
are capability to pay, quantity of purchase, ability to take risk, competitive landscape
in that particular industry and centrality of buying decision.
We understood many things about the role play that how different buyer and selling
situations can be portrayed with the help of video and script. The role play with a
good script can make the learning of the topic more easy and clear. All over the
concept of selling to individuals has been quite clear through the video and script and
also it helped in understanding the topic more precisely with its information.