Masters Entry Diploma in Management - Management Development Essay

master Entry Diploma in Management - Management Development - Essay ExampleOBJECTIVES OF STUDY bar the effectiveness of a sales or marketing technique requires comparing it against other methods under convertible conditions. This study will have three major objectives to achieve the purpose of comparing hard-sell techniques to other sales techniques. The first objective is to define and describe what a consumer would consider hard-sell techniques, based on previously extant literature and studies. The second objective will then be to assess customer opinions of and responses to salespeople that use the previously-defined hard-sell methods. Finally, the three objective is to compare those responses with responses to sales pitches that do not use those techniques and analyse the results to determine if the aggressive tactic are as or more effective at closing the sale. LITERATURE SEARCH pedantic sources define hard-sell techniques as those sale tactics that tell customers to take action and use forceful terminology (Englis, 1994, pp. 143). A hard-sell technique sets up a framework between the salesperson and the customer where there is a winner or loser (Meredith 2009, pp 36). ... Generally, what a consumer refers to as a hard sell approach involves pushy and possibly uncouth salespeople, overly long sales pitches, and multiple demonstrations of a product they have already turned overcome (Consumer Affairs, 2002). Alternatively, the low-pressure or soft sell salesperson focuses on forming a relationship with the customer (Meredith 2009, pp 36). These techniques inspire listening to the customer, asking the right questions, and waiting for the customer to request a solution before offer a product (Rosen, 2007). According to an analysis by Pine and Davis, manufacturing of custom products to fill an individual customers require is the future in many industries (1999, pp 263). Customization would be the epitome of soft-sell techniques, as exactly what the customer requests is what the salesperson could provide. What is not covered in their study, however, is whether the availability of customization will replace the need for strong sales tactics hardly being able to solve a customers problem does not guarantee a sale. When using a hard-sell method, the salesperson must be careful not to ignore what the customer needs in the post of moving product but a less aggressive salesperson may take also long in offering a specific solution and lose the sale in that modality (Rosen 2007). Both of these failures to please the customer could hurt repeat business. Customer satisfaction, with not only the product but with their experience of the sale, is the key determinant of whether the customer will return for future business, recommend the product or service to a friend, or purchase upgrades and other services (Ahearne et al, 2005). Customer