Product focused selling is done for sole purpose

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Reference no: EM132201428

Over recent years the shift from being sales driven to customer-driven has become increasingly popular in the service industry. Product focused selling is done for the sole purpose of growth and profitability, while customer-focused selling is driven by the need to satisfy the consumer and to build lasting relationships. “[T]he strategic advantage of customer-centric organization is to create value for the customer and, in the process, to create value for the firm – that is a focus on dual value creation” (Kumar, Ventkatesan, & Reinartz, 2008). Being customer-focused not only increases customer satisfaction, but it also creates a better image and reputation for the organization. Any business, whether it be a small local coffee shop or a huge corporate leader, can benefit from being customer focused. Having a company solely focus on the sale can be exhausting as a customer because it is not tailored to your own specific needs, just to the needs of the company, which is profit.

References

Kumar, V., Venkatesan, R., & Reinartz, W. (2008). Performance Implications of Adopting a Customer-Focused Sales Campaign. Journal Of Marketing, 72(5), 50-68. doi:10.1509/jmkg.72.5.50.

Reference no: EM132201428

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