Tecnicas De Venta

Sales Techniques
“Developing Customer Loyalty?”

Introduction
Dealing with sales is not a job that anyone can carry out. Sales represent an area of extremely capacity and dedication in which two or more elements have to be fully involved in order to produce an exchange of money for goods, services, or other property. It is perhaps, the most implemented human activity which involves money,since it represents the most common solution for the fulfilling of the majority of the human needs.
However, as the definition explains, in order a sale to exist, it is indispensable to count with the presence of two elements that will have to relate themselves: the one in charge of the selling, and the counterpart that is generally named customer or client that would be the buyer. These lastcharacters are the one who will be experiencing a need and therefore willing to meet the salesperson, whereas the people in charge of selling will develop several methods to persuade customers to buy the goods they offer. These methods are called “sales techniques”, and the purpose of this coursework is to try to research and explain a little bit more of one of the many existing techniques, called“Developing Customer Loyalty”.
Just as there are different types of techniques, there are also different types of sales. Within the most important ones can find:
* Direct selling (salespeople deal directly with customers face to face).

* Retail selling (products are offered through a shop that customers can visit).
* Agency selling (an agent sells products and services on behalf of thesupplier).
* Telesales (products and services are sold directly on the telephone without face to face contact).
* Door to door selling (salespeople visit potential customers in their homes and sell to them directly).
* Business to government selling (businesses develop solutions and sell to government agencies and departments).
* Mail order selling (customers buy directly from acatalogue without seeing the product firsthand).
* Business to business selling (businesses sell directly to other businesses).
* Online Selling (products and services are sold directly on the internet).

The Birth of Customer Loyalty
Since the beginning of the sales, it could be noticed that the exchange of money for goods or services did evolved within three main stages. At first, boththe seller and the buyer experienced what is called the “Pre-Choice Era”. In his book “Win-Win Selling: The Original 4-Step Counselor Approach for Building Long Term Relationships With Buyers”, the author Larry Wilson argues that ”In the early days of selling, new technology and inventions were rare, distribution was highly limited, and copying or imitating products was not as easy as it istoday. As a result, the salesperson who put a unique product before the buyer had a clear and sustainable advantage over other sellers”. In other words, the sales approach was “what do you want?, here’s what I got, take it or leave it! It is clearly noticed that it existed an advantage for the selling people.
As the advances in high tech and researching evolved each time more and more, a greatquantity of innovative products and other existing products that were copied were launched to the markets causing an overflow. This fact created the principle of competition which triggered buyers to bring about diverse types of analysis that lead them to find many other different options regarding products, services and even prices. The salespeople then had to differentiate their products in a verydedicated and special way, based on their “features” for them to attract the consumers, and close as much sales as the needed. This second stage is generally called the “Featured-Based Era” and as Larry Wilson suggests in his work, its main approach became “What would you like? I’ve got a blue one, a red one, and one with lights. If you’re smart, you’ll take the one with lights. I’ll let you pay...