Question

. Evaluate each of the five influ- ence techniques attempted by the

salesperson. Which technique do you think was most effective? Which tech- nique was most important in generating revenue for

2. What could the auto dealer do to reduce the customer’s cognitive dis- sonance relating to the purchase?

3. How could customers like the one at the auto dealer avoid being persuaded by behavioral compliance techniques?

2. What could the auto dealer do to reduce the customer’s cognitive dis- sonance relating to the purchase?

3. How could customers like the one at the auto dealer avoid being persuaded by behavioral compliance techniques?

Answer 1

Sales people are an asset to the company and they are just more than the sales people. A salesperson represent the company and its brand image to the customer. This specific term directly depends on the efficiency of the salesperson for the specific organisation.

An effective sales person can directly increase the level of implementation of the Strategies for selling the goods to the customers and to create a positive brand identity. Effective sales person does not only sells their product but also propagate the company's ideology into the customer's mind which creates a feeling of loyalty as well as providing support to the decision making for buying your products.

Other than taking orders from the customers and motivating them to buy the company's product is just not the only work a salesperson does. This specific also increases the number of utilised customers by the effective sales person. Buy effectively managing the customers and increasing the number of cells which are occurred in organisation structure, an effective sales person directly increases profits of a company and provides benefit to the overall structure.

Effective sales person are very good in communicating with the customers and their communication skills are excellent. This communication skills helps a salesperson to distinguish themselves from the normal sales person and to introduce their brand and product as a new identity to a customer which could be easily bought.

Sales person is one of the most essential part of any company and we can say that sales person are more than just order takers.

Every customer has a different style and personality as well as the behaviour. For approaching every type of customer different individuals or salesperson shows different type of behaviours and strategies to successfully interpret and to form a contract and sell their product.

Mainly there are four type of styles that are used by the salesperson towards the individuals as well as a culture.

Analytical

Driver

Amiable

Expressive

Analytical

These type of individuals are very much business oriented as the self controlled and rational. This type of customers are usually attracted by giving out the detailed information of the product.

By adopting analytical technique of selling, overall expressive information techniques could be practiced and the chances of sale could be widely increased by maintaining relationship with the customer in the specific type.

Driver

These individuals are assertive, decisive as well as smart and stubborn. These customers are very efficient and effective and mostly they do not care about the personal relationships in the business.

By being professional and efficient as well as identifying the objectives of the special individual could be very beneficial for a seller to influence the fire and to sell the products accordingly.

Amiable

This type of customers are respectful, agreeable, friendly as well as supportive. Basically these individuals act as a team member and are very Cooperative.

Maintaining a personal relationship with the buyer is the most specific strategy for this type of customer behaviour. By implementing relationship building strategies as well as a certain commitment towards the deal would also be beneficial and using the person communication would also be effective in this type of customers.

Expressive

This is considered as one of the best customer types which possess the best customer behaviour. Nurturing as well as they have good personal skills and talkative. By focusing on relationships this type of customer behaviour could be very widely increased.

By focusing on the factual relationships this type of customer could be easily influenced and forced to buy the products.

All in all we can say that communication style plays a very important role in maintaining relationship with the customer. With the customer overall implementation of different strategies could be easily increased.

By using above approaches auto dealer as well as customers can easily find the best available strategy for overcoming the specific dominant behaviour of each and every party. Approach would enable customer as well as sales person to understand the specific situation and to work accordingly to reduce the impact of both of the parties.