A NEW VISION IN SALES: SATISFYING CUSTOMER NEEDS AND SOCIAL RESPONSIBILITY

• Main Author: Ion Stancu
• Format: Article
• Language: English
• Published: Universitatea din Craiova 2015-09-01
• Series: Annals of the University of Craiova: Economic Sciences Series
• Subjects: :method; globalization; business; seller; social; vision
• Online Access: http://feaa.ucv.ro/annals/v1_2015/15%20-%20ICOnEC_2015_Stancu%20Ion.pdf

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.