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Successful sales people focus on fulfilling the needs and wants of customers rather than just making a sale

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Successful sales people focus on fulfilling the needs and wants of customers rather than just making a sale. They see their customers as people to be served and not prospects to be sold. Sales professionals should be confident that their product or service will meet a customer’s needs.

Your posting for this discussion will have two parts. First, you will discuss an example of a sales experience you’ve had where the salesperson made it clear fulfilling your needs and wants was of primary importance. Then you will describe who you see as the target customer for the focus product or service you selected in your Personal Introduction and identify the needs and wants your focus product or service can fulfill.

Part #1 Reflect

Describe a sales experience you’ve had where the salesperson made it clear fulfilling your needs and wants was of primary importance. (3 pts.)

How did the salesperson focus on your needs and wants? (3 pts.)

How did this approach contribute to the effectiveness of the sales experience? (2 pts.)

Part #2 Apply

Successful salespeople understand the importance of clearly defining their target customer rather than wasting valuable resources trying to convince someone they “need” your product or service. While you may think your product or service can appeal to “everyone,” consider who is most likely to be interested in your focus product or service. Address the following prompts for your focus product or service (selected in Module 1). Be sure to identify your focus product or service in your response:

Develop a profile of your most likely customer by describing them in relevant demographic terms including: age, gender, income, marital status, education, religion, profession, and geographic area. Note: If you are targeting other businesses, describe the business in terms of size (number of employees and / or annual income), type of business, and / or geographic area. Be specific. (5 pts.)

Identify the wants and needs your focus product or service fulfills for the target customer. (5 pts.)