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)
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller danarood1. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $5.41. You're not tied to anything after your purchase.
