THE “AFTER-SALE SERVICE PROCESS”: PART II - STRATEGIES December 3‚ 1999 By Richard G. McNeill‚ Ed.D‚ CHME During the Implementation Step The Implementation Step. As discussed in Part I‚ “The After-Sale Service Process‚” customers have three distinctive stages of perspective during “Implementation of the Product/Service” step of the “after-sale service process:” (a) The Novelty Stage‚ (b) the Learning Stage‚ and (c) the Effectiveness Stage. Sellers must be aware of and have strategies to
Premium Sales Customer service Consultative selling
Product Orientation to Solution Orientation: A Journey Most industrial goods manufacturers and other organizations operating in B2B markets currently face testing times owing to bad economic conditions. While the economic downturn threatens the growth of a lot of these B2B businesses‚ other factors have also emerged that have contributed to this situation of the “perfect storm”. Increased price competition from the traditional low-labour countries‚ increased product quality levels from these same
Premium Customer Sales Consultative selling
turnover‚ loss due to account abuse and fraud‚ loan default and ultimately‚ unfavorable customer perception. With the Pittsburgh national bank (PNC) takeover‚ an organizational attitude overhaul has seen a shift from the product-pushing selling approach to a more consultative‚ relationship focused sales interaction. This shift has required the re-training of National City legacy employees (These are National City employees‚ who have been employees before the merger and work in a non-overlapping market.
Premium Organizational studies Customer Customer service
education of the customer with regard to the advantages of coated bubbles and creation of products that were cost-effective substitutes for the low quality alternatives in the protective packaging market. Also part of its philosophy was a “consultative selling approach” through which salespeople spent most of their time making cost-effective research on the products at end-user locations. This not only created brand awareness‚ educated customers about the advantages of the coated bubble packaging
Premium Marketing Consultative selling Customer service
MANOZ M A R K E T I N G 79 Shedding the commodity mind-set John E. Forsyth‚ Alok Gupta‚ Sudeep Haldar‚ and Michael V. Marn No product really has to be a commodity. The trick is to know what services your customers want—and to charge more. C ompanies that sell soap‚ perfume‚ candy bars‚ and other consumer products are expert at “decommoditizing” them: finding and capturing the value of intangible benefits and building strong brand names that can provide a kind of differentiation in the minds of
Premium Marketing Sales Customer service
recognition of revenue then shall be determined for those combined deliverables as a single unit of accounting.” * * warranty‚ update machines * 2 Sandra Alternatives: * Company’s selling price to a different customer * A different company’s selling price of
Premium Generally Accepted Accounting Principles Revenue Consultative selling
the second largest PC market after US‚ Dell’s decision of positioning in this market was very crucial. Direct selling of business-to-customer model through the Internet! Does this create competitive advantage in China like it did in USA and Europe? If not what should Dell do to expand Chinese operations? If so what should Dell do to remain this strategy?The key for success in direct selling model is able to establish strong and consistent relationships with suppliers and customers. At this point‚ Dell
Premium Marketing Consultative selling Sales
e. the sale of goods on deferred payment basis at an agreed selling price‚ which includes a profit margin agreed by both parties. Profit in this context is justified since it is derived from the buying and selling transaction as opposed to interests accruing from the principal lent out. What are the main characteristics of a BBA house financing? All the components to determine the selling price have to be fixed because the selling price has to be fixed at the time the contract is made. Hence
Premium Usury Debt Interest rate
experienced staff is great‚ they all have different selling methods that need to be better worked into one cohesive style. This will allow our store to be recognized by consumers as a memorable brand. To achieve this one cohesive selling style I would start by sitting down with each staff member and asking them what their selling style is and what has worked best for them in the past. After hearing from everyone I would put together all the pros of each selling style and meld them into one structure that
Premium Best Buy Warranty Sales
Negotiation before closing the final deal and bargain to get the best price and deal that suits the budget of the business. 5. Independent Beauty Consultant can make her customers do the Financing part from their side by letting them pay in advance by selling them packages with lower prices and let them have the freedom to use the service anytime in the future. 6. Independent Beauty Consultant has no Risk or maybe very limited or low risk as they are giving services; and on the other hand regarding
Premium Sales Marketing Customer