A NEW VISION IN SALES: SATISFYING CUSTOMER NEEDS AND SOCIAL RESPONSIBILITY
The new vision in sales requires, among other things, changing the salespeople's position towards the potential client by applying a philosophy that involves taking into consideration the people they come into contact with and providing solutions to address their needs in a disinterested ma...
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| Format: | Article |
| Language: | English |
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Universitatea din Craiova
2015-09-01
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| Series: | Annals of the University of Craiova: Economic Sciences Series |
| Subjects: | |
| Online Access: | http://feaa.ucv.ro/annals/v1_2015/15%20-%20ICOnEC_2015_Stancu%20Ion.pdf |
| Summary: | The new vision in sales requires, among other things, changing
the salespeople's position towards the potential client by applying a
philosophy that involves taking into consideration the people they come into
contact with and providing solutions to address their needs in a disinterested
manner, without having to pretend reciprocity. All this must be based on the
concept of total sales utility, solutions to solve clients' immediate needs: the
urgent ones, those who are directly related to them (financial needs), but
also those arising from the use of goods purchased by the seller. The
purpose of this article is to analyse how easily we can discover clients' real
needs; under what conditions these needs can be satisfied through sales
activities, and which the social responsibilities of the salespeople are. |
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| ISSN: | 1843-3723 1223-365X |