MKG 325 Lecture Notes - Lecture 3: Institute For Operations Research And The Management Sciences, Precommitment
30 Aug 2017
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Sales cycle : government must sign off on everything, spected in (after government signed off, buying process is very long. Deploy moving product quickly through levels in a company. Diffusion of innovation : new products by company, make a product diffuse quickly, do it through sampling, demonstration, testimonials. Mental states when operate at a different cognitive (thinking part of our brains) and intellectual. Look at surrounding areas to see if you can establish a likeminded piece of trivia/ build a connection. Pre-commitment : ask if the product is something that would benefit your company, 10 times or more from that question. If yes all (cid:1005)(cid:1004) ti(cid:373)es tha(cid:374) it"s a sale. Always create a sense of urgency desire (in high supply but do not lie about it) Action overcome all resistant that buyer has and moving in to close the sale. Problem solving selling: define problem, generate alternative solution, evaluate alternative solutions, continue selling until purchase decision.
