Question

4. What does it mean to sell solutions? Write an Example of solving not selling 5. What are the types of purchase? Name at least three TASK You are a sales representative for medical supplies and just took on a new prospect Springfield Nursing Homes, a regional chain of twenty-two nursing homes. You have a contact, but you are not clear if he is a decision maker. In the past, the company has allowed each nursing home to make its own purchasing decision. But it's moving toward a more centralized approach. This is an excellent opportunity for you to present your comprehensive product line.

Answer 1

4. Solution selling is the adressing of the customer's issues by offering them solutions to those problems to attract them to buy. It does not sell a particular product or service by creating a demand for them but instead identifies the demand or the unseen problem that the customer faces and creates a solution to that problem which the customer readily buys. It can be in form of product, service or an idea. In the process of solution selling, the buyer with the problem is identified, their need to solve that problem is diagonsed, the solution for the same is created, it's value is shared with the customer and finally it is sold to the customer.

An example of solving not selling is a 24 hour store opened in the city providing all kinds of basic amenities to its customers on the same prices as the other stores. This store would take time to grow or might even not grow in the competition if it had the common features or to be specific the common opening and closing time which may be 9 am to 9 pm. But it came up with a solution for customers who would require something at a late night hour and thus grew with the solution it provided and not the selling. It may be a solution for people working in night shifts, travelling or for any other reason requiring to shop at any hour during the whole day. It may also provide a solution for working people who cannot visit stores for shopping on weekdays being busy all day at work. They can easily come to this store and shop at any time in the night even after returning late from work. Thus this store offered a solution to its customers and followed the strategy of solution selling.