What type of strategies to be used to improve sales in management science?
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Answer:
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Creating a sales management strategy is one of the easiest ways to increase your revenue and profitability. Sales management is about leading the people and process your company uses to sell to prospects and convert them into customers. Responsibilities include: Building the right sales strategy.
Answer:
When You Present Matters
When you are meeting with potential customers to deliver a formal presentation and you know the deal is competitive, should you go first or last? Two behavioral scientists conducted research that identified that presentation order heavily influences which vendor is chosen. Here’s what they found.
Create Anchors
When your potential customers look at the price of your product or service, how will they know if it is a great deal or overpriced? Hundreds of scientific studies have identified that their brains will instinctively contrast your price with something else. Perhaps what they thought it would cost what they last paid for a similar product, what your competitor quoted them, or something else entirely. Studies analyzing this phenomenon -- the anchoring effect -- all arrive at the same conclusion:
Recognize Reactance
Why is it that when you walk by a sign that says “DON’T TOUCH, WET PAINT,” you want to touch it? Why have signs that say “DON’T LITTER” been shown to increase littering? It's because of reactance, the feeling of pressure that occurs when people believe that their ability to freely choose is being restricted by another. Reactance can be lethal to a sale: When it's triggered, people instinctively desire to rebel against the recommendation being made to them, even if it's for their own good.