Saeed Ghani

Saeed Ghani Assignment

Park Tower 

> Shop # 324 

Item purchased: Non-alcoholic perfume: Bulgari

Background:

The shop had a large collection of non-alcoholic copy of perfumes. These perfumes were available in many sizes the smallest being 150 Rs. Other than that, there were ittar that was imported from Middle East. On the back side of the shop there was a collection of beauty and health care products most of which were Islamic and locally made.

There were three people present at the shop, but the other two were busy in a conversation with each other. Only one of the three people entertained us.

Personal selling skills:

Persuasive:

the sales person was able to use of his or her skills, experience and expertise to be persuasive, and get us around to his or her point of view that non-alcoholic perfumes are better and ultimately make the sale.

Sincere:

Too many sales people act in a manner that seems artificial or they only feign interest in their prospects' problems and concerns. He wanted to show honesty in sales by telling us the advantages of using non-alcoholic perfumes and herbal products.

Polite:

although we asked many questions he remained cool, unemotional and professional throughout the sales process. He seemed to genuinely listen to the answers before speaking again.

He was selling he believed in and so we naturally or inherently liked it and wanted to be around and learn more about.

Issues:

The sales person was not pro active: He did not show us anything on his own. It would have been better if he introduced us to the various brands at the shop as most of us were newcomers.

One of our groups identified that on one of their hair oil products it said ‘hebal’ instead of herbal. So we inquired what it was, he was unable to give us an answer. A good sales person needs to know how to get around these issues,