Successful Selling Techniques Effects On Buyers Commerce Essay

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The kind of interaction move toward used as a foundation in the analysis of the sales person's talk is the conception of habitués. Habitués might be understood as the manufactured goods of condition associated with meticulous type of living. "The habitués is not only a structuring structure, which organizes practice and the perceptions of practices, but also prearranged structure. This means that habitués has penalty in how the sales person interprets the social world. It means that the sales persons construct successful selling, which organization the sales person's acting and understanding of their practice. The motivation for this is that the structure of facts within habitués is unspoken to structure the sales persons practice. Habitués is the embodiment of social rules and associations. Habitués generates put into practice and representations and it operates without the individual (Saxe, Robert & Barton, 1982).

Successful selling is understood to reveal itself in the sales person's speech-making about how they act in their interaction with their customers. Rhetoric might be understood as urging that the sales person uses to make clientele or other sales persons comprehend the reality in the same way as the sales person do. The method used in the understanding of how speechifying work in a constructing mode, has been offensive and defensive rhetoric, which shows how people build their imagery (Whan 1996). In this paper descriptions treated as the sales person's creation of his or her understanding of the world, in distinction to the view of metaphors as simply mirroring the world. Imagery can also be treated as constructed by the sales person in order to understand how interest is managed by the sales persons.

1.2 Problem Statement:

To study the Effect of sales person support to the buyers on the sales of readymade garments

1.3 Research Hypothesis:

H1: Identification of customer need as a sales person support has an effect on consumer purchase

H2: Matching customer needs with the stock as a sales person effect on customer purchase

H3: Suggesting options with sales as a sales person support on consumer purchase

1.4 Outline of the study

In this study, investigation research trying to show how the sales persons, through their habitués, socially construct their interpretations about successful selling. Successful selling is unstated in this paper to be constructed through the interactions between sales persons and in the interaction with the clients. In this interaction language plays an active part since it is through their common understanding of it that the sales persons might be able to negotiate the understanding of the notion flourishing selling. This means that it is through the language that they understand and take to mean the world around them in order to be able to recurrently interact and communicate with others in their everyday life. Rhetoric might be unspoken as one construction mode that sales persons use to interact and commune their understanding of triumphant selling that can be used in this paper. In this paper research argue that the sales agents are to be understood as active constructors of successful selling and that sales persons are able to enact successful selling in different contexts from end to end their habitués (Sujan & Harish, 1986).

1.5 Definition:

Customer:

Customer is the person who actually buys or purchases the product or services. Customer can be the consumer at the same time if he/she also consumes the product

Sales Person:

Sales people practicing a customer- oriented approach must spend time collecting information about customer needs and demonstrating how their products satisfy those needs.

CHAPTER 2

LITERATURE REVIEW

Sales people practicing a customer- oriented approach must spend time collecting information about customer needs and demonstrating how their products satisfy those needs. The time spent engaging in these activities might be spent more productively on attempting to persuade the customer or in calling on other customers. One would expect that a customer-oriented approach would be used when the benefits outweigh the costs. Customer-oriented selling is cost effective when sales- people have the resources needed to tailor their offerings to customer needs. Examples of such resources are the ability of salespeople to analyze customer problems and the availability of a broad range of products that can be offered as solutions. In addition, customers are most receptive to a customer-oriented approach when they need assistance to solve a new/complex problem and when they have a close, trusting relationship with salespeople (Tyagi & Pradeep 1982). Such situations are conducive to a free flow of information. Sales- people are able to determine customer needs and feel that their suggestions considered. Finally, the benefits of a customer-oriented approach was justify the costs when the salesperson can expect to contact the customer in the future. In such a situation, the satisfied customer can reward the salesperson by continuing to place orders (Weitz & Barton, 1978).

Rhetoric as a constructing mode gives the scholar a couple of technique for the analysis of the sales persons talk, that reveal how they use talk in a offensive or defensive way to construct an product of interactions, with customers but also with scholars. The offensive rhetoric when it works is constructed to resist alternative descriptions, while the reason of a defensive rhetoric is to resist discounting or deflation. In analyzing talk they might find a whole range of techniques that the sales person uses to construct a concrete rhetoric. A central feature that Potter brings up is that any report has a categorizing role; a description formulates some objects or events as something, which means it, constitute a thing and a thing with specific qualities (Biehal & Chakravarti 2006). In analysis they create that the sales persons where using different techniques to make objects or events as things of detailed quality. One of these techniques they found was category prerogative, rhetoric in the purpose of hiding the sales person's real interest, a romanticizing rhetoric and also rhetoric with a purpose of constructing stereotype. In the case of category privilege it might be said that the idea is that certain categories of people, in certain contexts are treated as knowledgeable (Hoffrage & Gigerenzer 2000). Sales persons don't belong to these categories of persons, who carry a ready-made and unemotional set of entitlements. This means that they have to build their power up within the interaction with customers and others. The purpose of the techniques, which the sales person uses in the interaction with customers and also scholars, is to act in interest of the company as well as in his or her own interests (Whan 1996). Events that happen in the selling context might therefore be of interest for the understanding of how sales persons comprehend themselves as successful in their practices. It might also be of interest for the understanding of the penalty that the comprehension of successful selling might have in their practice's awareness (Orville, Churchill & Neil, 1977).

Sales Person Support to the Buyers

The way habitués of sales person purpose may be visualized in how the everyday practice is done and in the sales person's talk in the daily contexts. In their analysis they've used habitués to be able to speak about how sales persons relate to their own acting, to customers and other sales legislature in their talk. The reason for studying successful selling has been that the experience is by the sales persons as a taken for granted phenomenon. Successful selling is something sales persons don't share the considerate of and is also something they negotiate the meaning of in the group, in order to be able to take to mean and enact it in their practice (Biehal & Chakravarti 2006). Below they see one of these examples were the sales person say: When discussing computers, they can't come without a whole impression to show. If it's the first time they see them they must prepare a whole range of information, not just a paper of numbers and models. There is a whole range of in sequence that they must prepare about guaranties, the products, support, and so on. All these parts together form a ready-made concept which gives the management quality. If they don't prepare a whole concept they risk giving the impression of being unsuspecting and that would be dishonorable. It is better to prepare too much than having to little. If they are asked to take part in a customer with opposition they must have all the information prepared and being able to hand it over (Marvin & Jolson, 1975).

Sales persons work with openness in dialog and honesty towards their customers. They try to build trust in order to make the customers trust me. In that work it might be small things that makes it happened. If the customer says that he needs a server for file and print, they always ask what the exact purpose is. If he says that he needs it on his company for ten users and some applications. Then they say that they don't need that server they can by a smaller one. What they are doing in that moment is to break a past selling rule saying that they would try to get as much money from the customers as possible. In breaking that rule they show their frankness and get some trust from the purchaser since they am working in his or her interest (Lawrence, Lamont, William & Lundstrom, 1977). Together with professionalism and concept they arrive at a sympathetic were he actually is talking about how he creates trust in his solutions by talking about them in a way that frightens the system manager, but at the same time give full in sequence (Hoffrage & Gigerenzer 2000). The fear might be seen as a way of giving full information and also a way of making sure that the customer knows what he is buying, and that the solutions adapted to the needs of the customer. If they compare this comprehension of success with the older definitions of success, mentioned earlier, they above find a grasp of the modern kind were each sales person have to find their own definitions. This way of thoughtful success means that each sales person has to actively construct his or her version of success as an implementation of his or her own practice (Thomas & Arno, 1984).

The sales person's habitués authority his or her mode of acting and in the psychotherapy tried to show that the considerate of themselves as successful might have consequences that can be seen in their talk about how they act towards the customers. This shows that acting to create trust with the customer doesn't have to be mindful, since habitués makes it able to be reproduced in different contexts without the sales persons being conscious about it (Hoffrage & Gigerenzer 2000). When the sales person decide to act to create trust, structure his acting in accordance with his thoughtful of how to create trust with his or her customers. This might be done since the knowledge of trust is surrounded in the sales person's habitués and the awareness is activated once he understood the importance of acting to create trust (Richard & Oliver, 1974).

According to the sales person, one of greatest purposes is to make the customers look good in their own organizations, by means of underneath them in their work. If they give him support and try to make sure that his product return on time means that he avoids having criticism by people in his organization. When they are doing him that kind of favor they also make it hard for him to make a purchase from another company, since he owes me. It would be rough to him to do that; since he knows that they understand that he bought from some else. They might make him feel painful and it is important to him not feeling scratchy in the association with me, because it would give me an advantage (Richard & Olshavsky 1979). This rhetoric was constructed as a romantic description in which the sales person tried to convince me that he always tried to organize transport of products in time to make sure that the customer shouldn't get problems because of his sales contact. He also said that this was important because of the fact that if he seems like a problem to the customer he should risk others to question the relationship. This might be seen as a way of acting to avoid conflicts and thereby risk of early termination of relationships, which forces the sales person to develop special skills when acting with customers (Edward & Donnelly, 1977; Hoffrage & Gigerenzer 2000).

Successful selling might therefore be understood as a question of avoiding relationship problems. This might mean that the sales person needs to act towards significant persons in the customers company to make them understand that they get something good out of the relationship. This kind of acting might also be a part of the sales persons habitués since sales persons in his internalization and ongoing experience learns how to protect the relationships, which might come back as a embedded natural behavior in the interaction which the customer and momentous person in that company (Sujan, 1986).

In continuing associations the sales person seems to learn which kind of acting that is accepted and expected from him by the customers. This is promising to see in the sales person's acting in annotations of the sales person where the favored behaviors reproduce by the sales person's habitués. In his text Bourdieu (1994) talks about "a feel for the game", and a similar notion might be found in the sales person's internalization of the habitués of the sales person, because he might be able of developing "a feel for the selling". "A feel for the selling", might be interpreted as a capacity of the sales person to act by his perception and thereby understand how and when to act and say things in the communication with his or her customers. A sales person who act on intuition might be able to act in the interest of his company and at the same time develop the relationship and also sell. Successful selling might therefore be a question about internalizing a behavior that leads to trust making, arrangements and whole concepts that the sales person understands as natural part of his or her practice when interacting with customers (Pradeep & Tyagi, 1982).

The feel for the advertising might be seen as a realistic sense that the sales person in the later case used to feel what to do and when. Success is said to be a question of avoiding conflicts in the relationship and the sensible sense in this case makes sure that the sales person do his best to avoid problems like delays and disapproval from colleagues. Success in this case might be understood as a shrewd knowledge concept since practice matters to how it's used and understood by the sales persons in practice (Hoffrage & Gigerenzer 2000). Practice do have an impact on the understanding but the understanding has consequences on how the sales person also treat practice, since it give each sales person an act structured by the understanding of it (Sujan & Harish, 1986).

SALES OF READYMADE GARMENTS

The sales persons understanding of successful selling might also point to consequences for them in how he or she relates to other sales persons, which result in a distinctions and competition between selling groups in the same field. To envisage how the sales person in its rhetoric act in accordance with his or her understanding of competition, which resulted in different modes of interaction in relation to the customer and other sales persons. Competition is by authors of the IMP-group, as mentioned earlier, discussed as part of the network in which retailers usually have the same product and were customer choose who to trade with instead of the product. Bourdieus notion habitués makes it possible to comprehend how sales persons might create themselves as the product. A product built on behavior that make the sales persons conventional in eyes of the customers, since the sales persons acting is structured by his or her understanding of how to be winning as they discussed above (Weitz & Barton, 1978; Biehal & Chakravarti, 2006).

In selling, like in the case of social classes, distinction between groups might be based on capital. In the case of selling this dissimilarity is based on social resources, which might be interpreted as a social capacity to develop relationships and make sales. When sales persons acting in the field they are understood to develop different kind of skills and experiences that might be unique to each selling group. In their acting as a group they find themselves to be illustrious by certain social individuality that customer prefer or not. Sales persons by customers be rated by their characteristics and this is the origin of the competition between selling groups in the field (Paul Busch &Wilson, 1976).

In marketing competition is understood to be reduced to be relationship advance, because customers, suppliers and competitors take part in the same network. But plummeting competition doesn't have to mean absence of competition since the selling groups and its competitors might work together in some situations, when e.g. solving troubles and compete in others, when e.g. taking part in a obtain with competition between companies Marvin & Jolson, (1975). The sales person tries to shows the consequences of his understanding of successful selling when he talks about the connection between openness, honesty and competition. His habitués leads him to talk about an honest acting to avoid the chances that the competitor wins the customer. It means that his way of understanding success is structuring his acting and his talk to be sincere in the interaction to avoid competition. It might first seem reasonable that the sales person act to avoid this kind of antagonism, but a closer look at this way of understanding might lead to other conclusions. When talking about his own acting the sales person says he doesn't act towards the client by bringing up the competitor's mistakes. The reason for not acting like that is that the customers might appreciate his acting as a criticism of him, instead of the other sales persons. The question may be why he thinks that a participant would act in a manner he shouldn't do himself (Biehal & Chakravarti 2006).

He says that he instead tries to win the customer with a defensive act:

When they try to win a customer they do it in a manner of selling first a few computers, then they might sell more computers or a servers. If he has a contact with a supplier on internet take a discussion with him about altering to us as a locally represented supplier. And if he has other acquaintances they offer him to change them by offering product and bit by bit they minimize his amount of contacts to only one company (Richard & Olshavsky, 1979). In his illustration of the competitor's action, in the passage before, he uses a rhetorical technique to transform the competitor into a stereotyped character who acts in an aggressive manner. This while he, in this quotation, romanticizes his own action and also tries to give me the impression of a social more skilled behavior. He does this when he says that he can exchange all his customers contact in to one, which CR Ltd is offering. The impression of a capital of higher value is in his rhetoric constructed when he romanticizes his own defensive action while giving a thought of the competitor as an aggressive actor. But the sales persons acting might be seen as a seductive mode of acting, which aims to make the customer dependent of the sales person's network (Edward & Donnelly, 1977).

An Act to avoid the competition might be embedded in the sales person habitués, the same way as acting to create trust, since the sales person has understood that some kind of rivalry is going on and has developed behaviors to neutralize competition, no matter if it's real or not. If they return to the sales persons sympathetic of competition, they might also say that even though there may be no real threat of a competitor, of the kind discussed by the sales person in his rhetoric, the sense of competition might still have a structure effect on his habitués (Sujan, 1986). In advertising articles stereotypes has earlier been discussed as a problem in selling in a context were the sales persons have to avoid activate the customers negative experiences of other sales persons. In this case the sales person activates a stereotype to structure himself to avoid acting as a bad sales person might do. This structuring happens when he considers it to be possible to undermine his rhetoric, and he tries to act in a manner to avoid that from happen to him. This would suggest that when the sales person follows the sense of an aggressive competitor; he act in the accordance with the customer's prospect to avoid competition. This way of avoiding competitions is entrenched in the knowledge structure of the habitués and seems to create cognizant and comatose acting from the sales person. "The feel for the selling" gives the sales person an understanding of both potential of the field and how to avoid other actors at the same field (Pradeep & Tyagi, 1982; Biehal and Chakravarti 2006).

The sales person's competition is serious and they react on the knowledgeable competition in their everyday selling and in condition where antagonism might be seen. In the passage the sales person also give the thought of taking the competition with other sales persons and selling groups seriously. Through their "feel for the selling" they got certain perceptions and distinction patterns, which works both as tools they use to construct their own reality with and principles they use to consider and to divide their own universe in to territories (Saxe, Robert & Barton, 1982). This means that their estimation about other sales persons as competitors is based on agreement that is embedded in "the field of selling". This agreement makes the sales persons construct the competition in the field through their habitués and it also structures their own action when taking part on it, as well as their understanding of the field. This means that the selling style of a selling group that competes with each other in the same field and also the understanding of the competition construction the action and affect the outcomes of their action (Spiro, Rosann & William, 1979).

CHAPTER 3

RESEARCH METHODS

3.1 Method of Data collection:

In this research primary data is used in the form of Observation forms which was used to collect the data of respondents for data collection. The researcher conducted and experimented to collect the data from respondents, the procedure which researcher followed was first the respondent have asked to purchase their clothes alone without any support from sale person and the researcher noticed the behavior of customer whether that person can easily deal with the situation, than the salesperson joined that respondent and help him/her choosing clothes and properly guide them which color, size, design and etc look good on that respondent and after that notice his/her behavior if they feel more comfortable when sale person provide them complete support in choosing clothes

3.2 Sample Size and Sampling Technique

In this research Sample size was 150 respondents, consisting the customers who came in garments shop to purchase clothes for themselves and the technique used for sampling is convenience based sampling.

3.3 Instrument of Data Collection

In this research, Observation forms was used to collect the data of respondents

3.3.1 Validity and Reliability

Reliability test is the test of measuring reliability and validity in the variables of the constructs. Reliability statistics is used to test the power of the variable to measure what it says it measure. The rule of thumb is that data is considered perfect for the study if the value of 'Cronbach's Alpha' is closer to 1. However, the data is deemed reliable if the value of 'Cronbach's Alpha' is greater than .5

Cronbach's Alpha

N of Items

.642

07

3.4 Statistical tool used:

In this research binary Logit is used as the statistical tool. The reason of using this technique because when the data is in the form of the 2 categories that is in 0 and 1 the binary logit is suitable to apply. In the above analysis the depenedent varibale is in categorical form that is the responses are in the form of Yes or NO with respect to purchase decision. The other reason of prefering binary logit on other technique is that binary logitt doesnt need to follow any assumptions. The predictors can be categorical, scale or in interval scaling. In Binary Logit Exponential Beta is important as it predict the cahances of resopondent that fall in any of the dependent category.

3.5 Research model

Sales person support to buyers

Indentify customers need

SALES

Matching needs with stock

Suggesting option

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