[offshore_accordion][offshore_accordion_panel title=”Competency Definition” open=”yes”]It is the ability to communicate convincingly and to understand customer’s needs and offering solutions by highlighting benefits. It also involves in having an interest in the customers and giving follow up services.[/offshore_accordion_panel][offshore_accordion_panel title=”Behavioural Indicators”]
Talking in clear and understandable language |
Making effective demonstrations by having a clear understanding of the product |
Not making any false claims about the product |
Making long-term relationships such that his credibility is established in the market |
Being enthusiastic and energetic |
Never leaving a change to meet customers |
Finds out about the competitors products and counters them by showing other benefits his product can give |
Has persistence and does not get disappointed with failures |
Never missing out on potential customers |
Continuous follow ups |
Ensures that he is always available to address any contingency |
Sells benefits and leaves commercials to be taken care of later on |
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Level 5 |
Approaches only after he has assessed the needs of the customer. Never promises to deliver what he knows his product will not deliver. Extremely customer centric and shows personal interest in understanding customer needs and requirements. Proactively initiates efforts to seek immediate redressal of customer complaints and deeply understands the importance of customer retention. Finds out about customers and their products and uses this knowledge to convince the customer. Has persistence and does not get disappointed with initial failures. |
Level 3 |
Is unable to talk in the customers language. Communicates clearly but talks only about the product details and doesn’t go beyond this to convince the customer. Does not pursue selling beyond his achieved target. Withdraws from the scene if the customer says no even once. Has reasonable knowledge about one or two customers and their products |
Level 1 |
Has a theoretical knowledge of the value added products but cannot talk to the customer about its potential applications. Does not find out about the competitors products and thus fumbles when the customer talks about the benefits he gets from those. Gives up customers too easily. Does not do any follow-up after sales is over. |
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