TYPES OF BUYERS 1. The Silent Buyer Stays silent‚ apparently glum‚ who is probably more disturbing to a new salesperson. How to handle: - Ask questions‚ wait for feedback. - Make a selling point‚ repeat it twice ask their opinion. - Meet silence with silence‚ it forces prospect to say something. 2. The Phlegmatic or Imperturbable Buyer These are cool and calm buyers How to handle - Go on for simple presentation‚ explain everything and give remarks of close. He will reply. 3. The
Premium Sales
SCIENCE PILLAI’S COLLEGE OF ART’S COMMERCE & SCIENCE (NEW PANVEL) NAME :- SAIF. M. DESHMUKH CLASS :- S.Y .B.M.S. ‘A’ ROLL NO. :- 2518 SUBJECT :- R.M. TOPIC :- CONSUMER BEHAVIOUR A.YEAR :- 2010 -11 PROJECT GUIDE: - PRERNA SHARMA. INDEX SR. NO TOPIC NAME PG.NO 01 02 03 04 05 06 07 08
Premium Marketing Pricing
Parry or Power Buyer Power Buying power is known as the bargaining power of customers. There are two types of buyer power. The first is associated with the customer’s price sensitivity. If each brand of a product is similar to all the others‚ then the buyer will base the purchase decision mainly on price. This will increase the competitive rivalry‚ resulting in lower prices‚ and lower profitability. The other type of buyer power relates to negotiating power. Larger buyers tend to have more leverage
Premium Supply and demand Marketing Price
Buying Behaviour: A Brief Literature Review [Extracts: "Etc." shows where the text was cut] Introduction (all): Psychologists have long been interested in the topics of buying and shopping behaviour. Some major perspectives in psychology such as behaviourism and cognitivism have formulated different theories to explain buying motivation and behaviour. The behaviourists stress the process of operant conditioning and individual’s history of reinforcement‚ while the cognitive approach puts its accent
Premium Psychology Behaviorism Cognitive psychology
| Impact of Advertisement on Consumer Buying Behavior Introduction As being incorporated or associated with the marketing process‚ advertising finds its position in every organization. Advertising can be defined as another strategy as an approach towards competitive advantage. Various advertising concepts are in the stream of the media and papers but still there is a little evidence that advertising can significantly help the organization boosts its performance. In terms of sales‚ it is true that
Premium Marketing
Joan Marceline 3303013002 Vensca Veronica Tanus 3303013024 Summary of Chapter 6 Consumer Perception Perception The process by which an individual selects‚ organizes‚ and interprets stimuli into a meaningful and coherent picture of the world Elements of Perception Sensation is the immediate and direct response of the sensory organs (5 senses) to stimuli. Sensation itself depend on energy within the environment where the perception occurs. For example: Mainly sight & sound > smell (SIA e.g) and
Premium Perception Sense
Executive summary About the project Within a short span of time‚ the use of cosmetics by Indian consumers has increased significantly with more and more women and men taking greater interest in personal grooming‚ increasing disposable incomes‚ changing life styles‚ influence of satellite television and greater product choice and availability. This cosmetics and personal care industry has been growing at an average rate of 20 per cent for the last few years. The growing Indian cosmetics market offers
Premium Cosmetics Personal care
2d. How buyer behavior affects marketing activities in different buying situations Consumer buying behavior is ‘the mental and emotional processes and the observable behavior of consumers during searching purchasing and post consumption of a product and service’ (Batra & Kazmi‚ 2004). The exploration and capture information about customer buying behavior is extremely important to Sunshine. Consumer behavior involves study of how people buy‚ what they buy‚ when they buy and why they buy. It
Premium Customer service Decision making Problem solving
Some consumers are influenced by brands‚ other are not. Discuss the reasons for this. Currently‚ there are many products which have been introduced to the market. A company attempts to make their brand recognized by consumers in order to gain repurchasing from their customers. The company needs to predict an expectation of consumers. Therefore‚ brand management could be one of the most important roles in achieving this. Branding is a product or service that is distinguished from its competitors
Premium Brand Brand management Branding
THE FACTORS THAT AFFECT STUDENTS ACADEMIC PERFORMANCE A TERM PAPER PRESENTED TO MRS. R. VILLAHERMOSA STA. TERESA COLLEGE BAUAN BATANGAS IN PARTIAL FULLFILLMENT OF REQUIREMENTS FOR THE SUBJECT ENGLISH IV MARCH 2013 PENALOSA‚ GRACE MARIE D. MANALO ANTHONY CHRISTIAN ARETA ALLYZZA JOIE ACKNOWLEDGEMENTS: This term paper would not be accomplished without the generous contributions of any individuals and organization. We are very much grateful
Premium University Higher education Education