The Process Of Decision-Making Process
Decision Making Process
Using the decision-making process the following procedures are followed:
Need Acknowledgement sales representative would inform the existing customer of the current trends and need for sports and classic cars with the aim of creating awareness while at the same time convincing the customer to purchase the car (Thomas, 2012).
Product Description, the customers, would be interested in the product after the pitch and discuss the needs and the decision-making units would establish the need for different McLaren car products (Thomas, 2012).
Evaluation of the market and level of competition As the company continues to present the wide range of products it offers; it is important to know what the customers need in comparison
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The initial customer contact, the subsequent order placement and the time are taken for this from the standpoint of steps taken by the customers instead of the steps involved in sales. It is not definite to come forward with a formula for the number of steps to be taken within the sales cycle of the McLaren car products. This is due to the numerous and complex dynamics of the markets because of the many false starts (Lancaster, 2012). There are two main sales cycles for the McLaren cars. These are the summer and the winter. Because of the favorable road conditions during summer, it is considered a busy period for both the buyers and the sellers of the McLaren car products (Thomas, 2012). As opposed to winter where the environmental conditions and the road conditions do not favor the driving the driving actives, summer allows the car dealers to service, repair, paint and even sell cars and car products.
These key cycles are generated through the following processes:
1. Searching and qualifying
2. Plan to start the sales
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The emphasis of the sales personnel should be based on the process of attention, interest, desire, and action to be taken (Lancaster, 2012). The car sales company that currently do not stock McLaren car products may require the sales person to make several visits, or they may send their representatives to the company to come so that they may be able to make purchases.
New Purchases These car sales companies and shops do not currently hold McLaren inventory. They, therefore, required the number of visits due to the increased information requirements. Therefore it is required to have multiple purchase teams in addition to comprehensive search and assessment of competitor products before making a final decision (Thomas, 2012). As a result of the process, it takes a longer time for the car companies to secure purchases.
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