Discussion week 2

Instructions

The role and responsibility of the sales professional and sales manger has changed drastically in the past fifty years due to the changes in Marketing.  Sales is part of the Marketing efforts of an organization.  We are currently in the Marketing era where by the customers needs are the top priority.  If you call a customer service dept and speak to someone or bring your car for service at a dealership; you will probably receive an ONLINE survey.  The Marketing Era has evolved over the past 50 years.  See below:1) The flow of immigrants (demand) and mass production (supply) = Production Era.2) The Great Depression of 1929. The demand declined and the supply increased.= Sales Era.3) Finally, the importance of building customer relationships. You need to understand the true customers needs and wants in order to be successful.  Marketing Era since 1960'sMarketing is define as understanding the needs, wants, desires of the consumer and delivering it while making a profit.  Please look at the example below: There was a time when sneakers consisted primarily of 2 types and 2 colors.  They were either High Top or Low Top with the choice of black or white. During the late 1960s Chuck Taylor, Converse offered several colors which was highly accepted by the public.  Today athletic foot wear is a $ 20 billion-dollar industry.  A sales person must understand the consumer.  Please listen to this video from the Harvard Business Review below.  I enjoyed this video and I am sure you will too.  Your thoughts?  Can you think of another example?.https://hbr.org/video/5852531897001/know-your-customers-jobs-to-be-done

Answer

Understanding Customer needsI liked the video as it gave a greater perspective of the importance of understanding what are the needs and wants of the customers when improving a companys sustainability and profitability. It has enabled me in appreciating the fact that everything about the customer becomes your business. This includes their feelings and emotions. I was amazed by the fact that not understanding customers needs and wants could be the reason for companys success or failure.It was also worth noting that, customers tend to focus more on what they want because of emotional or social reasons. Companies that respond accordingly to these needs and wants often build a sustainable relationship, and therefore, attain great profit margins. The video highlighted that company can develop p...
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