The seller of the home should use any system whichever is simple and easy to study, analyze and understand such different or distinct conducts, behaviours, and nature of the buyers. The seller should study habit, needs, wants desires, interest etc. of the buyers to identify their behaviour.
The sellers of the house should get clear information about when and which product/ goods the buyers buy in what quantity at what rate price. The task of taking the decision on where from, in what quantity, when and what goods/products should be bought is the buyer behaviour.
To know you, buyer of the house in Kathmandu Nepal
Different information and messages should be collected for successful as well as effective implementation of the sales program. The situation of wants and needs of potential buyers, interest, desires, behaviour, reaction, buying method, habit and practices, tradition, purchase order etc. should be found out. For this various data, records, cost, sellers’ activity, the real condition of the customers etc. should be obtained first. Research and study also should be done to identify wants, desires, interest and needs of customers. Correct as well as proper information can be collected from such way. Information also becomes very important to solve any problem arisen in the organization and take quick decisions. So, a seller needs to make proper arrangement for collection of adequate information from customers.
If sufficient information about the organizational buyer is not collected, the supplier cannot supply goods/products to all the customers in a proper way. Unsatisfactory as well as improper goods are supplied in place of the demanded, wanted and needed. Even there remains the possibility of dire activities. So, the seller should know /collect information about customers. For this search sources for information, study the information, meet the customers and take their views etc. Suitable time should be used for this. The information about both customers and potential can be collected from the sources as follows-
|3.||Proper use of records|
|4.||Sales manual and training|
|6.||Fellow sales men|
The seller of house, apartment, car, flat or propery may observe you. Observation is one of the various sources of information. A lot of information and knowledge can be obtained using it. The sellers can get real as well as new knowledge and experience by meeting the potential customers directly. Observation is very reliable and credible method of information collection. From this method proper data, facts, descriptions, and other necessary information give chances to understand demand and needs of the customers easily. Doing so business activities, the size of the customers, fair and exhibition, the situation of the stock, brand, price, selling method, real situation of sellers etc. can be directly observed by keeping close contact.
Besides this, behaviour, tradition, past situation, reaction and activity of the customers with sales/representatives or seller can be easily studied. While meeting the customers, the seller can get a chance to listen to their opinion, understand and learn something from them.
Such direct meeting and exchanges of views become useful for both seller and buyers. This provides an opportunity to both sides to express complaints, views curiosity etc. and the prompt answer can be given and make clear any confusion. This minimizes doubts arisen in them.
The seller of house, apartment, car, flat or propery may ask some questions you. In the process of collecting information, sales representative or seller can get descriptions/information by asking various questions. For this, the sales department should send short and simple questions to the sales agents or sellers to ask the customers and get their answers. Some time is given for sending correct answers and the answers should be collected in time. Besides this, sales representative/seller can ask oral questions to the customers and collect information from them.
Internal desires want and interest can be obtained through such questions by which desires, wants, needs, purchasing power, etc. of all the customers can be identified. Along with this lifestyle, income sources, tradition, practices, decision etc. of the customers can be easily identified and collected. Evaluation of the past sellers/sales representative also can be done whether they had fulfilled their responsibilities.
3. Proper use of records:
Manufacturing or Production Company establishes sales department to run selling smoothly. This department keeps records of all transactions. Mostly, this department keeps records of target sectors of sales, sales representatives, sales activities, agents, dealer, sales quota, customer behaviour, purchase order etc. Such record can give direction to future programs. So, the records of this type become the very important property of the company. Such past records help to make future plans and take proper decisions. Besides this, on the basis of past record, purchase orders of many customers, their habits, evidence of what they like or not like, their lifestyle, priority, credit facility, correspondence, prices of goods and trend etc. can be understood. So, the company /firm assigns sales agent/representatives or technical employees to study, evaluate and analyze such records.
4. Sales manual and training:
Big companies producing various goods publish the article, writings, news, drama, advertisement etc. may publish in-house bulletin or newspaper giving information about the products. Such bulletins, directories or newspapers should be provided to the sales representative /sellers. The behaviour, conduct types and trend of the customers mentioned in such publications give knowledge to the sellers. Besides this clear description about sales planning, sales program, distribution system strategy etc. also can be obtained from such publications.
Data and information collected by sales department are also included in such publications. Materials are to give knowledge about the needs, want, interests, and desires of the customers and about purchasing agents, government, sales representatives, retailers etc. on the basis of the past activities. In the course of distribution of goods or services, suggestion and advice given by big companies can also be included in the publications. They become very useful for sellers and suppliers. Similarly, news and information about training, workshops etc. also can be published. Skilled and effective training encourages sellers and sales representatives and motivates them.
5. Seller’s experience:
Several methods and sources can be used to collect information about the customers or buyers of target markets. Among them, the experience is one of the important sources. Sufficient information can be collected about customers’ habit, conduct, behaviour, interest, wants capacity, lifestyle etc. through the experience of an efficient seller. After such things have been identified, it becomes easy to deal with them. This also helps to find out real situation of sales representatives and sellers. It also becomes useful in evaluating government offices, organizations, firm, institutions, and their policies, programs etc.
Long-term experience promotes practical knowledge in sellers. Experienced activities and skill give important messages. Experienced activities increase the ability to discover customers’ trend, lifestyle, demand, sales, and distribution situation. Due to the same sales policy, programs, strategy, sales promotion, competition and other activities can be analyzed correctly. Such ability, knowledge, skill and efficiency or information become the important property of the company.
6. Fellow salesmen:
In the course of selling, different products or services, contact takes place with other salesmen. In this way, they may be fellow salesmen. Such salesmen can collect, and provide different valuable information about target customers, customers, and potential customers. On the other hand, a system to have exchanges of information can be established among fellow sellers for selling goods or services. This may help to collect information about potential customers.
7. Present buyers:
A company may have its regular customers/buyers. Information can be collected from such customers about potential customers. Their reaction can be known from the regular customers about the goods or services. Such reactions reach the sellers and additional information can be obtained. So, the present customers/regular buyers help in the collection of information. They can be taken as the sources of