Compare Buyer Behaviour And The Decision Making Process In Sales Management Case Study

MOHAME HUSHAAM A206768

UNIT 20:SPO

REDO

1

Table of Contents

1.1 P1.2 Compare buyer behaviour and the decision making process in different situations. .... 2

1.1 P3.3 Evaluate the role of motivation, remuneration and training in sales management. ..... 4

2 References ...................................................................................................................................... 6

2

1.1 P1.2 Compare buyer behaviour and the decision making process in different situations.

Rapid competition in home appliance products and supermarket products in Maldives consumers are getting choosier and the demands are increasing. It has been a major challenge for STO to understand the customers buying behaviour and attitude. Factors like terms of the promotional campaigns, the gifts that offered by STO in their promotions, the in store display or the advisement, all these convey a single brand image which has helped the company to create a strong brand image for itself.

There are 5 steps in a consumer decision making process: a need or a want is recognized, search process, comparison, product or service selection, and evaluation of decision (Flekel, 2013).

Problem recognition:

Decision will comes with a problem or issue, as the consumer develops need or wants which they want to fulfil or to be satisfied of. Businesses like STO look for their target market develops these needs or wants and advertise their products targeting them, for instance Hama Hitachi promotion and STO