Write an essay on “Theories of Selling”.
Selling is a key element of a company's promotional mix. It is one-on-one interaction between a salesperson and a prospect. In the early 21st century relationship-oriented consultative style approach to personal selling, salespeople get to know prospects, find out their needs and make honest recommendations about product or service solutions. A number of theories help sellers better understand the role they play in selling to customers.
Maslow's Hierarchy
One of the foundational need theories in psychology is Maslow's Hierarchy of Needs. Abraham Maslow introduced his five levels of human need in a 1943 paper. He indicated that people have five basic needs, which they address in order of priority. Physiological needs are first, followed by safety and security, social belonging, self-esteem and self-actualization. This theory has huge value in selling in that salespeople get to know prospects and ask questions to discover their needs in a buying situation. Realizing where people are coming from on the Maslow pyramid is a part of a seller's emotional intelligence. For instance, car buyers
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