UNDERSTANDING YOUR CONSUMER NEEDS AS A SALESMAN 101.







A current Sales reality is “Sales does not happen until the product moves of the Shelf, or is consumed” so this complicated equation can be simplified.




  1. Affordability: Salesmen have a perception that their products are overpriced. Sincerely the consumer only perceives the product as expensive when the product does not achieve the expectation that he had set.

     


  2. Availability: Consumers can only buy what is available in the Shop.

     


  3. Quality: Quality is a perception, everyone has a different definition of quality, so stop beating yourself up about the product. Just sell.



  4. Visibility: “Out of sight is out of Mind” People do not buy what they cannot see. Marketing is correct when they insist on visibility of Merchandise at the Point of purchase. Visibility is a continuous process in the life cycle of your product.

     


  5. Persuasion: Consumer needs a little wooing sometimes; we need to prod them to look our way.



     


  6. Promotion: This should be a last resort. Most Salesmen love promos but this is not right.

     



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