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Unformatted text preview: Product Validation & Sales Chapter 6 January 31 st 2012 Creating Product Solutions Product Strategy - Product Strategy – a well-conceived plan for sales that emphasizes acquiring extensive product knowledge, learning to select and communicate appropriate product benefits that will appeal to the customer, and creating value-added solutions - Product – information, services, ideas, tangible products, or some combination of these that satisfies the customer’s needs, with the right solution- Solution – a mutually shared answer to a recognized customer problem - Solution Selling – a process by which the salesperson uncovers and clarifies a customer’s problem, works with the customer to create a vision of how things could be better, and then develops a plan for implementing the vision.- With a complex product, it is knowledge and expertise that create value The Explosion of Product Options- Good News o Almost all buyers have a choice when it comes to purchasing a product or service o People like to compare- Bad News o Having too many choices often complicates the buying process Creating Solutions with Product Configuration- The challenge facing both customers and salespeople in this era of information overload is deciding which product applications, or combination of applications, can solve the customer’s buying problem- Product Configuration –the solution of complex buying needs, for instance when the salesperson brings together many different parts of the company’s product mix or uses specialized software to develop a custom-fitted solution- Major element is quotation management Preparing Written Proposals...
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This note was uploaded on 02/02/2012 for the course MGCR 423 taught by Professor Okhmatovskiy during the Winter '08 term at McGill.
- Winter '08