Each Miarbeiter

The most popular format for sales pitches is the so-called AIDA model of advertising teaching. Key elements of sales management are needs assessment, reasoning, and pricing. Especially in business communication, the targeted influencing of employees and customers is a high priority. Behaviors that are often considered to be in the private sector manipulation, assume the character of tools in the economic exploitation of the performance, in the area of human resources management or in trade union disputes. Use has psychologically a similarly high level of abstraction of language and non-verbal communication when sales talks, such as those of the actor. It is precisely in the area Capital goods an own dramaturgy of the sales conversation in relation to motivation curve, representation of reference and demonstration or personal breaks sometimes a choreography for the use of multiple sales forces within a so-called selling Center planned. Supported this thesis will have through the extensive training in the field of the psychology of selling, which modern sales forces to complete.

The AIDA steps model contains four phases, which the customer should go through and ultimately leading to his decision. The four phases are considered equal important, may however overlap. The acronym AIDA is composed of the first letter of each phase: attention, the attention of the customer is stimulated. He is interested in the product interest. The interest of the customer is excited.

The desire is aroused desire for the product. The desire of possession is thrown. Action of the customer buys the product (possibly). Quelle/(C) by de.wikipedia.org/wiki/…, author Professional sales rules: people decide emotionally (for purchase) and then rationally justify him! Sales process training: choreography, dramaturgy, sales psychology! Structuring the practical sales process up to the end! Seller must be deeply convinced: emotion, connect! Customizable visualize sales operation and product performance or benefits! The customer the pattern etc. give in the hands: the five senses enable! Convincing instead persuade: questions before saying! Listen up! Take notes! Focus! Recognize (pretext objection, yes but) purchase rejection based on the Kund(en)innen-Rhetorik! The position or the position and the angle of view of / take the Kund(en)in! Time of purchase ready of / recognize the Kund(en)in! Buy it later? Why the customer not bought yet? Who stands behind the customer? Buy it later? Don’t take it personally purchase rejection! UK-call history analyze and evaluate for the future! With buyers in How to contact with remain! Note: Each Miarbeiter(e)in is always also seller! Based on an article about sales rhetoric and psychology will follow! (C) 2012 copyright by Wolfgang Schwalm, specialist for systemic communication, all rights reserved!, 17.5.2012