The customer relationship management (CRM) initiatives focus on building and maintaining profitable and long lasting relations with the customers and creating superior customer value and customer satisfaction. CRM focuses on co-operative and collaborative relationship between the firm and its customer. The focus is creating, growing and retaining customers. Learn about:- 1. Meaning of Customer Relationship […]
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Banker must dishonor customer’s cheque in the following cases like when the drawer countermands payment etc…
The primary problem before a travelling salesman or sales representative is finding out prospects or potential customers. Searching for prospects or potential customers is known as prospecting. It denotes collection of names and address of the persons who are likely to purchase the product of the company.
An objection or sales resistance by a prospect is the expression of disapproval of an action taken by the salesmen. Reasons for raising of objections are:
On objections or sales resistances by a prospect in the expression of disapproval, action taken by the salesman are-
The price objection is one that occurs very frequently and the one most feared by inexperienced salesmen. If the only be sold by first class salesmen.
Mostly the retailers raise such objections. The prospect must be having wide range of existing brands and his store is full with these. In such a situation, the salesman should not accept what he says.
These types of customers suffer from some physical defects. This type of customers may be deaf, dumb, blind, lame, may have defective speech, etc.
The salesman should try to have a knowledge about the buying policy of his customers. There are some customers who purchase from a store regularly while other do not.
The main object of a salesman is to induce the prospect to make a purchase. For this reason, the salesman must have a thorough knowledge about the human psychology. The knowledge of human nature is the best asset for a salesman.