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
Strengths, weaknesses and examples of Need Satisfaction Selling *
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Business Application
Implementation, success factors and measures of Need Satisfaction Selling *
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Professional Tools
Need Satisfaction Selling videos and downloads *
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Further Reading
Need Satisfaction Selling web and print resources *
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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