Question

Outline some of the changes organisations may need to make to their sales promotion procedures to consider the trend to ‘consultative selling’ (which places the emphasis on the salesperson becoming a “trusted advisor” to the customer). (Describe ethical and regulatory conditions that must be adhered to in promoting products and services to clients).

Answer 1

Consultative selling is a kind of approach adopted by various organisation to sell their products by building a personal relationship to the consumers and they are more focused on long term relationship building and customer retention, thsn selling the product and realising the profits.

This technique is involved with the proper process of formulations of conversation strategies between selling personals and buyers and then there would be relationship management techniques as well as selling ideas along with the development of communications and understanding bias and building a rapport and develop relationship in person.

Some of the changes organisation may need to make the sales promotion proceedure are as follows-

A.organisation should be prioritising relationship building with the customers rather than selling of the products in order to make the profits.

B. Organisation should be always taking knowledge based trust approach in relationship management.

C. Organisation should be trying to balance questions with the inside when it comes to conversation with the customers

D.the organisation also need to change its feedback processes and customer satisfaction through regular redressal of their grievances

E. Organisation should be researching the customer needs and they should be offering relevant findings regularly.

G. Organisations should be trying to keep it conversational and genuine and it should be listening instantly to the demands of the customers.