Why Dissatisfaction in Customers?
When the suppliers are unable to entertain customers or their business strategies fail to build a good relationship with customers, they probably end up with customers’ dissatisfaction. Their can be many reasons for the customers to become dissatisfied. Some of these reasons are: Taking example of India, most of the population here are vegetarian. They […]
Marketing Strategy – Meaning and Its Importance
What is Marketing Strategy ? Marketing strategy is the comprehensive plan formulated particularly for achieving the marketing objectives of the organization. It provides a blueprint for attaining these marketing objectives. It is the building block of a marketing plan. It is designed after detailed marketing research. A marketing strategy helps an organization to concentrate it’s […]
Adapting E Business Model – It is Time to make that Paradigm Shift
Business Managers now a days are going back to the business schools to un-learn some of the lessons they had learnt during their class time days and build their ability to make paradigm shift in thinking. In today’s environment where technology and global business scenarios are changing, business rules are being re written. There is […]
What is Brand Promise? – Mistakes to Avoid While Building it
Brand evokes the responses. There are many people who love their Apple iPod or love their car etc. There are certain feelings that come to your mind when you think about your favorite brands. People expect that these brands should demonstrate brand promises every time whenever they are, encountered. Inconsistencies in the performance of services […]
The Responsibilities of the Shareholders
Any public limited or private limited company has shareholders who contribute capital towards the setting up and running of the company. While in the case of private limited companies, the shareholders are usually the promoters and a few close friends or family, the public limited companies have a large body of shareholders drawn from all […]
Consultative selling has been the new buzz word doing rounds in marketing and sales circles. Lawyers and consultants have always been selling their services by consulting. However, this has now been recognized as an important attitude and orientation that every salesman, all business managers and organizations need to possess.
Organizations for long have realized the need to be customer oriented and customer focused in their total approach. Now they have gone one step ahead to practice what is called consultative selling, whereby they engage the customer, get into his shoes to identify the needs and problems and using this knowledge to build solutions that involve the products and services offered by the buyer organization. In this process, the customer and his problems or needs take the first priority over selling the product or service. Secondly everyone looks at the total solution and the product or services being sold become incidental to the solution.
The best examples or case for consultative selling comes perhaps from high tech and software as well as logistics fields. Logistics and supply chains are the backbone of every industry and organizations.
Logistics players have long since realized the need to provide a whole gamut of integrated logistics supply solutions to the clients in order to be effective. Gone are the days when logistics companies were handling particular segment of transportation or trucking etc.
Today’s logistics players or the 3 PL service providers offer all products and services from transportation, customs clearance, warehousing, packing, kitting, semi-assembly operations to distribution, freight management as well as sales order processing and dedicated customer service operations as single window service providers to multinational companies.
3PL companies today no longer sell stand alone products or services in the market. When they talk to a client like Wal-Mart, they talk about doing Purchase order management with Wal-mart’s suppliers in China, India, Mexico and other countries, consolidating freight at each of the countries, shipping, customs clearance at the point of Origin as well as destination right up to delivery, unpacking or warehousing at local distribution center and making just in time supplies to Wal-Mart’s retail locations based on replenishment orders or call offs.
To be able to manage multiple vendors, multiple country locations and ensuring that the documentation, information and reports transmission to all concerned from origin offices as well as to ensure that the shipments are tracked and managed at each leg of the journey while keeping the customer aware of the status at all times, they invest on technology solutions that connect all the offices, branches as well as teams online at all times.
Customized applications as well as dedicated customer service teams manage to ensure that they deliver their commitments as per the agreed timelines and KPIs.
The sales effort for winning this kind of a global account with global operations cannot be done in one meeting or by giving presentation about each product.
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