The Cost of Professional Selling

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Those stages typically include-

- exploration,

- expansion,

- commitment

Sellers of professional selling want strategic partnerships with buyers-

- who are lead users,

- represent a large amount of (potential) revenue,

- provide status.

- For example, consultants often list the names of their largest clients in order to gain credibility with the rest of the market.

When there is little product and service differentiation, there is little need to partner from the buyer’s prespective. Similarly, when needs are the same across all customers, buying processes are virtually identical, and all customers are relatively the same size, there is little need to partner from the seller’s perspective. In each case, there is a different type of strategy that can be implemented and each of the strategy adds different types of cost to the company’s overall expenditure. There are four basic sales strategies which illustrate the potential range of possible costs and strategies: script based selling, needs satisfaction selling, consultative selling, and strategic partnering.

Name

Description

Cost/call

Script based selling

- Customers ’needs are similar.

- Use same presentation from customer to customer.

$56.52

Needs satisfaction selling

- Customer needs vary among a set of common needs

- Use questioning techniques to identify needs.

$142.63

Consultative selling

- Customers need vary with unique needs from buyer to buyer

- Use questioning techniques to identify needs.

$164.97

Strategic partnering

- Buyer and seller co-create needs and jointly develop solutions.

$211.56

Conclusion:Finally, we can say that The cost of professional selling has risen substantially over the past decade and likely will continue to grow. Given this, business to business companies must constantly monitor and assess the methods they use to distribute and sell their products.