Click.ology: What Works in Onlline Shopping and How Your by Graham Jones

By Graham Jones

On-line buying keeps to develop at an marvelous cost: in 2012, greater than $1 trillion was once spent in on-line outlets on my own. the character of buying is vastly altering, yet with so little details on how top to engage with on-line shoppers, how are companies to succeed?

With Click.ology, net psychologist Graham Jones has crammed that hole. via years of analysis into web psychology and on-line buyer behavior, Jones has written the 1st how-to of its type for on-line companies. along with his C.L.I.C.K. procedure, companies will research the the most important ways that on-line purchasing differs from conventional brick-and-mortar salesmanship and the way to tweak their web content to prevent the scary "abandoned procuring cart." Jones tackles difficult mental topics equivalent to priming shoppers for a undeniable rate aspect and the social element of on-line buying in a fashion that makes his innovations effortless to enforce. as well as those crucial information, Jones investigates the fast paced way forward for ecommerce and what companies can do to stick prior to the sport. In an internet international the place buyers make their offerings in a question of seconds, Click.ology distills the necessities each corporation within the on-line economic climate must understand with a view to flip clicks into dollars.

Graham Jones is an online psychologist who is helping companies comprehend the net habit in their buyers and web site viewers. He used to be one of many first psychologists on the earth to begin investigating the best way human habit has tailored to the net global. He lives within the uk.

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Extra resources for Click.ology: What Works in Onlline Shopping and How Your Business Can Use Consumer Psychology to Succeed

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I have . . ’’ ‘‘This means . . ’’ ‘‘You will . . ) Module One Overview of Personal Selling center, personal contacts, or other sources to find a sales position that you are interested in. Using the following example as a starting point, complete an FAB worksheet that shows how you are qualified for the job. In a real job search, this information could be translated to your re´sume´ or cover letter requesting an interview. 3. Many industry observers believe that entrepreneurs must have strong selling skills to succeed.

9. Is adaptive selling as important in domestic markets as it is in international markets? 10. Discuss the final step of the sales process (enhancing customer relationships) as related to the continuing evolution of personal selling. BUILDING PROFESSIONAL SELLING SKILLS 1. Situation: Assume you are a salesperson for a packaging manufacturing company that supplies retail stores with custom-imprinted shopping bags. The company has manufacturing facilities in Texas, Georgia, New York, and California.

4. In this conceptualization of the sales process, salespeople strive to attain lasting relationships with their customers. The basis for such relationships may vary, but the element of trust between the customer and the salesperson is an essential part of enduring relationships. To earn the trust of customers, salespeople should be customer oriented, honest and dependable. They must also be competent and able to display an appropriate level of expertise to their customers. 4 Selling Foundations • Trust and Ethics • Understanding Buyers • Communications Skills Selling Strategy Based on Customer Needs and Value • Sales Territory • Each Customer • Each Sales Call Understanding Customer Value Trust-Based Sales Process Initiating Customer Relationships Developing Customer Relationships Enhancing Customer Relationships • Strategic prospecting , • Assessing the prospect s situation , • Discovering prospect s needs • Planning value-based sales dialogue and presentations • Activating the buying process • Engaging prospects and customers through sales dialogue and presentations • Co-creating and validating customer value • Earning customer commitment • Building value through post-sale follow-up • Assessing value and relationship performance • Creating new value opportunities • Increasing customer value through selfleadership and teamwork Creating and Communicating Customer Value Delivering and Increasing Customer Value The three major phases of the sales process are initiating, developing, and enhancing customer relationships.

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