Need Satisfaction Selling


Understanding customer needs is paramount to delivering a great sales experience. The concept elucidates the key factors for implementing needs satisfaction selling and how sales people can engage customers effectively to build trust and loyalty.

Technique Overview

Need Satisfaction Selling Definition

Need satisfaction selling “is an approach to selling based on the notion that the customer is buying to satisfy a particular need or set of needs” (Ingram et al., 2008, p. 411).

Need Satisfaction Selling Description *

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Business Evidence

Need Satisfaction Selling Strengths *

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Examples of Need Satisfaction Selling *

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Business Application

Need Satisfaction Selling Implementation *

Success Factors of Need Satisfaction Selling *

Measures of Need Satisfaction Selling *

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Professional Tools

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Further Reading

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Need Satisfaction Selling References (4 of up to 20) *

  • Andrews, M. and Whittaker, J. A. (2006) How to Break Web Software, Pearson Education, Boston, MA.
  • Cai, S., Yang, Z. and Hu, Z. (2010) The Effects of Volume Consolidation on Buyer–supplier Relationships: A Study of Chinese Firms, Journal of Purchasing and Supply Management, Vol. 16 (3), pp. 152-62.
  • Gallo, C. (2012) Apple's Secret Employee Training Manual Reinvents Customer Service in Seven Ways, Forbes, August.
  • Goff, B. G., Boles, J. S., Bellenger, D. N. and Stojack, C. (1997) The Influence of Salesperson Selling Behaviors on Customer Satisfaction with Products, Journal of Retailing, Vol. 73 (2), pp. 171-83.

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