Question

After identifying the customer needs every sales representative has to respond accordingly. Which of the following is an appropriate response?
1. Meet customer needs with available product.
2. Give an explanation based on the mood of the customer.
3. Fulfil customer needs.
4. Influence their needs as they don’t know what to buy.

Answer 1

Correct Answer - Option 3 : Fulfil customer needs.

The correct answer is to Fulfil customer needs.

After identifying the customer's needs, the sales representative needs to make sure the needs are fulfilled. Major steps involved in finding out the sales requirement of customers are:

1. Gather raw data from customers - The first step is gathering raw data from the market. It may require methods like preparing questionnaires, conducting survey methods, taking interviews, or merely observing the customer behavior. Gathering needs data is very different than a sales call: the goal is to elicit an honest expression of needs, not to convince a customer of what he or she needs
2. Interpret the data in terms of customer needs - After the interviews, it is usually necessary to translate the vague statements of the customers into a useful list of needs. As this is a relatively subjective process, “multiple analysts may translate the same interview notes into different needs” For that exact reason, it is beneficial to have multiple people work on the interpretations.
3. Organize the needs - Group similar needs together, prioritize them, etc. Decide what is truly important to the customer. Define the “critical needs,” those needs which absolutely must be met before the product can be considered successful.
4. Fulfill customer's needs - The final step is the fulfillment of the customer's needs. After all the inputs are gathered, it is time to put all the information into correct action.