Market Development and Sales for Active Listening- myassignmenthelp

Question: Discuss about theMarket Development and Sales for Active Listening. Answer: Critical thinking: Understanding the sales process Meaning of Active Listening Active listening can be termed as a process where the listener receives messages, then process them and finally respond to enhance or enable further communication. Figure: Effective Active Listening Components (Source: Armstrong et al., 2015) SIER Hierarchy of Active Listening Figure: SIER Hierarchy of Active Listening (Source: Berezhnoy et al., 2014) Sensing is the first hierarchy in the above model proposed that means active listening starts with hearing, sensing and receiving verbal as well as nonverbal aspects of the message. In this stage, much of attention and concentration is needed by the listener (Schmidt Farkas, 2016). Interpreting is the second hierarchy in the above model proposed. The scenario is after receiving the message, the sales person has the responsibility to interpret and give the idea a meaningful context. The experience, knowledge and attitude of the buyer need to positively kink with the verbal as well as non-verbal elements of the message. Evaluating is the third hierarchy in the above model proposed. Active listening properly takes place in this evaluation stage. Here, the receiver is in a position to sort fact from opinions. It is the responsibility of the receiver to evaluate the message based on its potency and weakness and how far it can be liked by the buyer or not. This particular stage takes into account both rational as well as expressive components (Homburg et al., 2017). Responding is the final stage in the hierarchy. The response help in providing feedback to the sender on how well the message was helpful and that support further communication between the two parties. Responding means enabling two-way communication that needs both the presence and contribution of buyer and receiver Key practices From SIER hierarchy model, it is now understood that how important active listening actually is in real case scenario. In order to become strong and effective listener in the sales process, it is necessary to hear the speaker first. Attempt should be made to listen 75% of time and speak 25% of time. Posture used while speaking should be show the other person that he or she is interested to start and continue with the conversation. Listening is a critical skill that needs to be understood by all adults (Santos et al., 2015). Listening is one of the tools that should be used to build or establish strong rapport during the sales process. Types of sales resistance The product selected in this category is mobile phones. The section will properly explain about objection faced by the salesperson from the customers when they just shows no interest to purchase that and how far attempts can be made to convince these types of customers. Company objection- Many customer objects by saying that they have not heard of the company of the mobile phone that are being offered by the salesperson (Bahadir, Bharadwaj Srivastava, 2015). Price is too high- One of the types of sales resistance takes place when customers object to purchase mobile phones by saying that the price is too much and they cannot afford this brand. Time or delaying- One of the types of sales resistance takes place when customers object purchase of the product by saying that they will purchase it next and delay it for some more days. By purchase of mobiles, delay is a big thing as trends and preferences are changing ach single day and if customers say they will purchase next time means that they have to look for any other new features in few days. Recommended approaches When any customers say that they have not head of the company or brand that the salesperson is talking about, then it is recommend to share facts and statistics on how reliable the mobile phones has been for other customers. It is even necessary to share the facts the buyer return rate had on the sale of mobile phones. When customers say that they cannot afford the mobile phones and need cheaper ones, then the salesperson should say and convince them that cheaper mobile phones will not be that effective and useful as compared to this one as it is worth paying this much money for its value. Facts and information should be shared about the mobile phones to the customers and even explain about the installment facility offered by the company (Arnett Wittmann, 2014). When customers say that they will come and purchase the mobile phones later, then it is recommended to inform the buyer that the next time they shop they will not get such a huge discount on these mobile phones (Johnston Marshall, 2016). The benefits need to be shared by the salesperson while making an attempt to convince the customer to purchase the mobile phone at that point of time. Reference List Armstrong, G., Kotler, P., Harker, M., Brennan, R. (2015).Marketing: an introduction. Pearson Education. Arnett, D. B., Wittmann, C. M. (2014). Improving marketing success: The role of tacit knowledge exchange between sales and marketing.Journal of Business Research,67(3), 324-331. Bahadir, S. C., Bharadwaj, S. G., Srivastava, R. K. (2015). Marketing mix and brand sales in global markets: Examining the contingent role of country-market characteristics.Journal of International Business Studies,46(5), 596-619. Berezhnoy, V. I., Berezhnaya, E. V., Shatalova, O. I., Gerasimov, A. N., Gromov, Y. I. (2014). Systematic and subsistential analysis of the conditions of stable development of local mono-product markets.Life Science Journal,11(8), 596-599. Homburg, C., Alavi, S., Rajab, T., Wieseke, J. (2017). The contingent roles of RDsales versus RDmarketing cooperation in new-product development of business-to-business firms.International Journal of Research in Marketing,34(1), 212-230. Johnston, M. W., Marshall, G. W. (2016).Sales force management: Leadership, innovation, technology. Routledge. Santos, A. R., Sales, A., Fernandes, P., Nichols, M. (2015, June). Combining challenge-based learning and scrum framework for mobile application development. InProceedings of the 2015 ACM Conference on Innovation and Technology in Computer Science Education(pp. 189-194). ACM. Schmidt, C. R., Farkas, F. (2016). The Profitability Puzzle: Integrating Sales and Product Development Improves Managements Ability to Control Future Profitability.STRATEGIC MANAGEMENT,21(4), 3-11