In B2B selling, characteristics of the purchasing process are based on the relationship developed between the business clients and seller (sales person) (Vitale, 2011). It is observed that excellence in B2B selling is dependent on understanding customer need and their thinking process (James, 2011). Thus, it is important for the sales person to examine the decision making process of business customers during this type of selling process and make a good business relation. The personal selling process followed by ThyssenKrupp is detailed below. Personal selling can be divided into three tasks such as order getting, order taking and support personnel (Lamb and McDaniel, 2007; Michael, 2011; Ang, 2014).
The order getters aim to escalate the sales value of the company by selling products or services to new or existing customers. They are precious to the company as their goal is to target new market or company to sell its products or services (Vitale, 2011). In a B2B selling market, the sales person has to obtain extensive knowledge regarding the products or services so that they can encounter any types question regarding the same.
When a sales person approaches a business client there is a high probability that the sales call will fail. The reason behind this failure can be the inefficiency of the sales person to explain the features of the product or services to the clients. The corporate customers are very particular regarding the details of the product as they usually make a bulk purchase. The sales person should have the persuasive ability so that they can attract the attention of the clients and earn respect from same (Michael, 2011; Ang, 2014). The sales representatives of ThyssenKrupp target renowned companies who are need of elevators for their construction purposes or others.
These representatives follow certain steps in order to obtain the sales deal when they target corporate clients. The corporate clients have limited time to attend the sales persons and listen to their presentation.
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