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Selling Psicology Essay

1474 words - 6 pages


UNIDAD 1 – Bases Psicológicas de las Ventas.

1. Dimensión Extroversión-Introversión: el vendedor debe ser extrovertido en la medida de lo posible, sin llegar al extremo, debe ser sociable.
2. Dimensión Estabilidad: debe ser mentalmente estable, sin cambios bruscos de humor, control de las emociones. Algo de ansiedad es bueno para incentivar la productividad.
3. Dimensión Dureza Mental: debe tener empatía, la justa para no generar pérdidas.
4. Tener en cuenta las interpretaciones subjetivas de los clientes, por creencias, experiencias vividas, imagen dad, etc.
5. Autoeficacia del vendedor: cuán ...view middle of the document...

- 7º pregunta: está valorando el grado de extroversión de la persona, así como las expectativas que tiene, y las actitudes del candidato, los objetivos que le mueven.

UNIDAD 2 – Bases Psicológicas de las Ventas.

Comunicación Persuasiva:

|Credibilidad |Uni o bilateral |Posición inicial |Contacto directo |
| |(lenguaje del cliente) | | |
|Atracción |Primacía |Manifestación pública |Mass Media |
|Intención de influir |Recencia | | |
| | |Autoestima | |
|Competencia |Miedo |Inoculación | |

Cuidado con los prejuicios y estereotipos…

Adaptar el lenguaje al del vendedor, se llega más y mejor. Tener en cuenta formas de decir las frases, dependiendo del tiempo entre ellas, y las primeras y últimas cosas son las que mejor se recuerdan…

Eres representante comercial de Textil XXL, un mayorista textil especializado en la confección de tallas grandes.
Teniendo en cuenta las variables que median en las relaciones interpersonales, indica 3 técnicas que utilizarías para que la relación interpersonal con tu interlocutor (el Sr.Sánchez, Dr. de Compras de la sección textil de un gran centro comercial), sea lo más óptima posible.
Una vez identificadas, elabora 5 posibles argumentaciones que puedan acabar motivando a tu potencial cliente a la compra. Utiliza técnicas comentadas en el temario de la Unidad 2 correspondiente a “Comunicación Persuasiva”.

En primer lugar comentamos las técnicas que utilizaríamos a la hora de la entrevista con el Director de Compras para captar su atención:
- Al ser un director de área, en este caso de compras, esta persona probablemente esté acostumbrada a utilizar términos económicos en el día a día, y sus decisiones se basan en objetivos financieros. Es por ello que habrá que enfocar la entrevista desde este punto de vista: hay que dejar claro que la venta de prendas de talla grande supone un nicho de mercado y una serie de beneficios económicos.
- Aunque se hable de términos económicos, convendría hablar de manera que se refleje empatía hacia el grupo de gente que necesita tallas grandes. Esto implicaría una afinidad a la propuesta, darle un carácter humano.
- No utilizar palabras poco positivas: mejor decir “personas con kilos de más”, si se dice de forma natural, que ...

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