Transactional selling: verhaal over de bühne brengen.
- 1richtingsverkeer van de verkoper naar de koper.
- Gaat alleen maar om omzet, niet om een relatie opbouwen
Adaptive selling: product of dienst staat nog steeds centraal.
- Aanpassen aan de situatie (klant).
Consultative selling: adviserend verkopen.
- Volledige aandacht voor de klant.
- Vragenstellen over problemen en uitdagingen.
- Waarde leveren aan klant aangepast aan wens en behoefte.
- Langdurige relatie.
Collaborative selling: samenwerkend verkopen.
- Klant is het verlengstuk van het bedrijf.
- Langdurige relaties.
- Leveren van waarde voor de klant.
, De waarde van de verkoper
1. Commodity Prijs (transactional)
2. Goed product + service Product lijdend (transactional)
3. Service belangrijker dan product Vooral verdienen aan diensten (transactional)
4. Bijdrage leveren Meer omzet, minder kosten, probleem oplossen (consultative)
5. Strategische issues Hoofdkantoor, gezamenlijk product ontwikkelen (collaborative)
Ontwikkelingen op salesgebied
Macro-omgeving
- Toenemende (internationale) concurrentie
- Afnemers zijn veeleisender en mondiger
- Ethiek en duurzaamheid (mvo)
- Verkoop via online
- Ontwikkeling van technologie (kunstmatige intelligentie)
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