+7 (495) 215-16-73
sg@semingroup.ru Контакты
Главная   Статьи   2 подхода к прибыли или о «противоречии» маркетинга и продаж (часть 2)

2 подхода к прибыли или о «противоречии» маркетинга и продаж (часть 2)

Теперь несколько слов о продажах. Продавец должен выяснить потребности КОНКРЕТНОГО покупателя и предложить ему удовлетворить именно их. Эти потребности могут отличаться от тех, которые рекламируют маркетологи.

Макетинг не может удовлетворить потребности КОНКРЕТНОГО потребителя, ибо они просто неизвестны телевизору, который в целом рекламирует товар, поэтому рекламируется некоторый широкий спектр выгод, расхваливаются те свойства товара, используя которые многие потребители решили свои задачи. Таким образом, у потенциального потребителя формируется ЖЕЛАНИЕ приобрести товар, но точно он пока не знает, НАСКОЛЬКО этот товар подойдет именно ЕМУ. В этом и есть основа «противоречия» маркетинга и продаж, о котором я сейчас расскажу.

Итак, вернемся к истории о подарке. Я много лет занимался торговлей аудио- видео техникой. В то время, когда я начинал заниматься этой торговлей, телевизоров было немного на рынке и, среди доступных нам, Сони были одними из лучших. Также, как, например, среди телефонов тогда лидировал Панасоник. И у меня сложилось МНЕНИЕ, что лучшие стационарные телефонные аппараты – это Панасоник, а лучшие телевизоры – это Сони. С тех пор это мнение было неоднократно подкреплено напоминаниями маркетологов Сони о том, что «It’s a Sony!».

И поэтому все телевизоры, которые я до этого покупал домой, всегда были только Сони. В качестве подарка самому себе (почему их так важно себе делать и что это дает для улучшения коммуникации между людьми я вам расскажу в др. статье) я решил купить себе новый телевизор. Я пошел в большой магазин с другом, чтобы вместе выбрать себе подходящий аппарат. Как вы знаете, там сейчас всегда выставлено несколько десятков разных ТВ. Бегло осмотрев все, я выбрал тот, изображение на котором мне понравилось больше всего. И вот, когда я закончил первичный осмотр, ко мне подошел продавец и спросил:

- Вы какой ТВ подбираете?

- Сони! -  Ответил я, не задумываясь.

- А какая модель вам понравилась?

- Вот эта, -  показываю я на выбранный перед этим ТВ.

- Так это же Филипс! - Заметил продавец.

И тут я застыл в изумлении. Действительно, выбранный аппарат был марки «Филипс»! Когда я ходил перед этим и оценивал ТВ, я выбирал по изображению, не фиксируя внимание на брендах.

А когда мне задал вопрос продавец, я автоматически, не задумываясь, сказал то, что мне «записали» перед этим макетологи: «Сони»-это единственный достойный внимания ТВ-бренд!

Мой друг, который все это наблюдал, как маркетолог по образованию, сразу все понял. Он остановил меня и сказал: «Дима, вот наглядная разница между маркетингом и продажами! Тебе нравится «Филипс», а ты собираешься покупать «Сони».Потому что ты не смотришь на преимущества КОНКРЕТНОЙ модели ЗДЕСЬ и СЕЙЧАС лично ДЛЯ ТЕБЯ. А действуешь исходя из сложившегося ранее стереотипа.»

Продолжение статьи...

Комментарии к статье

wty123 26.05.2017

called ray ban 'luck'. "Arabs ray ban sbocco left beats by dre fat iphone 4s cases Englishman cheap jerseys said," If relojes especiales possible, ralph lauren shirts I want nike.dk to toms shoes write a ray ban sunglasses huge encyclopedia, to talk michael kors bags about zapatillas nike 'luck' nfl browns and nike mercurial vapor 'coincidence' instyler ionic styler that oakley black friday the ray ban wayfarer two words. Lincos puma is mia jersey written swarovski jewelry by polo outlet online these giuseppe zanotti two vans outlet words michaelkors.com he polo ralph lauren said the north face to the north face the toms.com boy, north face outlet he shook hands coach outlet online with the nfl falcons Urim and timberland homme Thummim michael kors australia people nfl rams meet by hollister no free running means dsquared2 jeans a tory burch shoes "coincidence." He asked coach black friday whether the boys cheap jerseys who burberry handbags go cheap basketball shoes in adidas superstar search of armani clothing the nike roshe alchemist burberry handbags I roshe run am toms outlet looking mont blanc pens for omega watches treasure. barbour women jackets "The nfl jaguars boy said philipp plein clothes then philadelphia 76ers jersey immediately polo ralph lauren outlet felt ralph lauren factory store regret. oakley outlet online But nfl lions if russell westbrook jersey the softball bats British asics and ray bans the ralph lauren outlet end vans schuhe value cheap oakley sunglasses it. pandora Certain ralph lauren outlet points katespade outlet of nfl ravens view, I rolex replica am too." nop jerseys Said air max 2015 the ray ban sunglasses Englishman, hollister "I do hermes outlet not know abercrombie what nike air max 2015 is cheap true religion alchemy." When cheap oakley sunglasses the nike air max warehouse boss they began nfl giants to prada sunglasses call out when nfl bears the air max boy ed hardy clothing said, oakley sunglasses cheap "I am the prada handbags leader supra footwear of timberland shoes this jimmy choo shoes caravan." utah jazz sporting roshes a nike free shoes long louboutin shoes beard burberry sale long michael kors pair pandora jewellery of black-eyed polo ralph lauren outlet online man coach handbags outlet said, oakley outlet "I occhiali oakley hold polo ralph lauren everyone's clothing websites caravan nike outlet of life and replica handbags death, because replica watches the desert watches is ralph lauren black friday like hugo boss outlet a new balance wayward woman, michael kors and sometimes make asics gel a hilfiger man mad ferragamo shoes caravan michael kors outlet online almost longchamp two coach outlet hundred nike air max individuals, orlando magic but longchamp black friday also p90x workout schedule twice pandora rings the bcbg max azria human livestock levis outlet store - pandora camels, horses, michael kors outlet online donkeys, poultry British free run have oakley sunglasses outlet a few scarpe hogan back rayban sunglasses and oakley sunglasses you're not.Silence air jordan shoes of north face the time, those michael kors pear hollister kids snowy, michael kors outlet online sale innocent days, it is michael kors purses so oakley prescription gone. nike air max Fireworks into the true religion jeans outlet earth, swarovski crystal rubbing nike.com shoulders tommy hilfiger outlet stores with rayban the rolex crowd hogan shoes outlet in one after nike free 5.0 another, coach black friday seek marc jacobs handbags not already coach outlet familiar bottega veneta silhouette, new balance just nfl vikings know hollister co how nike air force easily cold fireworks, tory burch sandals personnel and new balance shoes easy burberry points nike outlet desolate, and toms shoes outlet only listened, watched, adidas.se then ua stephen curry walked true religion jeans women only ray ban zonnebril to longchamp find, michael kors bags Xiaofeng coldest month, celine handbags but fallen willow journey Chanafanghua. pandora bracelets Would dallas mavericks jersey like valentino shoes outlet to beats audio know michael kors handbags whether there is an bottega afterlife nike outlet in michael kors bags this bcbg dresses world, longchamp outlet if michael kors outlet online sale there is an reebok afterlife, barbour women jackets and that tommy hilfiger innocent montre pas cher age, cheap oakley we miss jordans for sale the ralph lauren people hilfiger outlet who hogan encounter hermes bags this adidas is ferragamo what ralph lauren uk a meet, the north face if north face jackets met, nike roshe how ray ban black friday should cleveland cavaliers jerseys the kevin durant shoeskobe bryant shoes outcome of michael kors handbags the game?I polo ralph lauren outlet thought, christian louboutin shoes guarding a city, cheap eyeglasses and nfl panthers hold some mcm outlet memories, nike.se I michael kors outlet thought, cheap true religion guarding a memory, adidas neo to lunette oakley pas cher hold jerseys from china the share michael kors handbags of tory burch sale lost michael kors outlet online feelings, I michael kors think, burberry guarding nfl dolphins a adidas shoes outlet lost love, to hollister clothing store hold nfl raiders a tommy hilfiger online shop person north face pas cher did swarovski not return converse chucks . However, thomas sabo uk Huakaihuaxie, coach outlet ebb polo ralph and lunette ray ban pas cher flow, babyliss and nfl chiefs that michael kors bags the return gsw jerseys of knicks jerseys the ray ban road, timberland outlet I nike store still giuseppe shoes hope coach purses to louboutin outlet see replica watches the vans shoes familiar swarovski australia silhouette, jimmy choo only michael kors me, pandora in michael kors v?skor the coach factory outlet online time in oakley sunglasses the ray ban outlet station mcm bags became prada outlet a puma outlet store tree longchamp taschen posture, dense cheap nike shoes branches will nike max come toward you michael kors outlet in the direction. Spring nike air to nike air max 2014 autumn, long nfl seahawks spring ray-ban sunglasses breeze coach outlet sale blowing nfl chargers through nets jersey Loulan beyond the cheap oakley sunglasses Great nike huaraches Wall, mbt shoes outlet the true religion wind howling sac jerseys autumn nfl eagles maple baseball jerseys leaf nike tn requin red timberland boots bridge, coach factory outlet online my san antonio spurs wasted air jordan a ralph lauren outlet online lot of louboutin old rayban body in replica watches the ralph lauren tracksuits wind, nba jerseys and new balance store these, woolrich outlet online that tory burch shoes person marc jacobs outlet away, michael kors bags you nfl colts know? huaraches Riding burberry online shop horses, cheap glasses stepped barbour outlet on a thousand mountains, true religion outlet walk burberry outlet online through Wan-shui, converse shoes in cheap oakley a hermes birkin familiar mcm handbags place, ray ban sunglasses watching converse sun sets, roshe run that toms outlet that good ralph lauren online people ray ban outlet watching red bottoms the oakley steady, replica rolex now cheap jerseys go burberry handbags where?Internati [life]The sun-swing, ralph lauren polo and I versace shoes outlet feel cheap michael kors the sun nike huarache came air max 95 out, nike.de wrote kanye west shoes picked nike outlet store Ji mizuno running shoes Chuan ray ban sunglasses outlet word, burberry outlet spell michael kors black friday out a wholesale handbags few swarovski pieces of nike free shoes sentences, on coach outlet online the roche run quartzite. adidas shoes Life, nfl buccaneers the michael kors bags most air max shoes beautiful cheap jerseys feeling nfl cowboys is: oakley I love you, just, you uhren like soccer shoes me. The northface best friend soccer outlet online is: adidas sneakers I say, michael kors purses then wedding dresses uk let you dsquared2 shoes pick chicago bulls out the supra shoes next washington wizards one. coach factory outlet online The indiana pacers best distance www.tommyhilfiger.nl is: designer handbags I prada do not close, salomon schuhe not milwaukee bucks far baseball bats from you. Rain, nike air max rain air max 90 I see here, as converse outlet it happens, air max you longchamp outlet are kate spade there nfl redskins listening nike air force to nfl patriots the rain. kobe bryant jersey Free jordan shoes to nfl steelers write dre beats a few nba jerseys scattered fendi outlet online pieces ray ban sunglasses of cheap michael kors text, jerseys from china swaying salvatore ferragamo in nfl saints the gafas oakley sun, the north face outlet I fake rolex had a mcm backpack outlet very bos jersey good, celine black friday How givenchy bags outlet about charlotte hornets jersey you?This world, womens hoodies maybe cheap ray ban you're ecco women shoes in love with nfl jets a oakley man, shoes on sale and nfl packers another barbour mens jackets man, ralph lauren is also barbour mens jackets in toms outlet another burberry outlet online capacity, lacoste polos with swarovski one iphone 5 cases you burberry uk do coach outlet not air max 2014 know nfl bengals the kate spade outlet online dedication polo ralph lauren waiting burberry bags outlet for you. nfl azcardinals Just quietly watching toms outlet you happy, oakley sunglasses outlet sad nike free run you portland trail blazers know, but coach factory outlet online never the pool minnesota timberwolves half los angeles clippers a chi hair step, nfl broncos it burberry handbags is houston rockets a rose, nfl 49ers though ralph lauren it nfl jerseys never nfl titans saw the light, tommy hilfiger but prada outlet still delighted chrome hearts jewelry in kate spade outlet bloom coach factory online swaying.The nike mercurial world thomas sabo of jerseys from china love, toms shoes love pistons jersey words ralph lauren uk may be nfl texans false, beats by dre but that mcm bags is nike air really shop coach factory miss adidas.de from plein outlet the air jordans heart; juicy couture the nike online end air jordan retro of denver nuggets time the oath may north face backpacks be flat iron false, but that is christian louboutin really new balance silent juicy couture clothings long vibram shoes companionship; memphis grizzlies happiness may burberry outlet online be hollister online shop deutschland false, longchamp handbags but louboutins a jordan release dates pain suns jerseys in louboutin the designer handbags left heart is calvin klein true; coach bags I salvatore ferragamo hope he toronto raptors (she) may nfl bills be long champ

nba jerseys
CharlesGit 22.06.2017
wh0cd674215 [url=http://nolvadex.us.org/]nolvadex[/url]
CharlesGit 23.06.2017
wh0cd511655 [url=http://buyretina.us.org/]buy retin-a[/url] [url=http://lisinopril20mg.us.com/]lisinopril pill[/url] [url=http://buycitalopram.us.org/]cheap citalopram tablets[/url]
TracyCek 23.06.2017
wh0cd705415 [url=http://cafergot.live/]cafergot medication[/url] [url=http://motilium.work/]motilium[/url] [url=http://amoxil.directory/]amoxil[/url] [url=http://valtrex.news/]valtrex[/url] [url=http://lanoxin.world/]lanoxin[/url]
Kelduaste 24.06.2017
Acheter Du Viagra A Paris [url=http://levicost.com]low cost levitra[/url] Priligy Venta En Espana Viagra Vergleich Test [url=http://cialcost.com/cheapest-cialis-online.php]Cheapest Cialis Online[/url] Gel Buy Kamagra Compra Cialis Erezione [url=http://order-cialis-online-usa.ordercial.com]Order Cialis Online Usa[/url] Zestoretic No Rx Free Tadalis Sx Soft Sample [url=http://leviusa.com]levitra billig[/url] Doseage For Keflex For Sinus Infection Antibiotics On Line Priority Delivery [url=http://cialcost.com/best-cialis-online.php]Best Cialis Online[/url] Differenza Viagra Cialis Levitra Prozac From India [url=http://internet-order-kamagra.kamagpills.com]Internet Order Kamagra[/url] Priligy Precio En Espana Viagra Generique Fiable [url=http://priligy-buy-online-uk.priliorder.com]Priligy Buy Online Uk[/url] Super Viagara Kamagra In Svizzera [url=http://bestlevi.com/purchase-levitra.php]Purchase Levitra[/url] isotretinoin with overnight delivery in internet Brand Viagra Free Shpping [url=http://leviusa.com]pharmacy prices for levitra[/url] Viagra Funktion Propecia Generic Finasteride Hair Loss [url=http://viacheap.com]viagra online pharmacy[/url] Periactine Acheter En Ligne Zithromax Rash [url=http://cialcheap.com/generic-cialis-pricing.php]Generic Cialis Pricing[/url] Where Can I Buy Doryx Tulsa buy generic accutane online [url=http://etrobax.com]cialis buy online[/url] Discount Fedex Elocon Buy Mastercard Store Dutasteride Duprost Londonderry [url=http://generic-viagra.canadianvia.com]Generic Viagra[/url] Rivaldo Propecia Viagra Homme Heureux [url=http://cialcheap.com/cheap-cialis-tablets.php]Cheap Cialis Tablets[/url] Spese Levitra In Farmacia Side Effects Of Amoxicillin 500mg Tablet [url=http://cialcheap.com/shop-cialis-online.php]Shop Cialis Online[/url] Propecia Desventajas Amoxicillin Potassium Clavu Tab 500mg [url=http://etrobax.com]cialis price[/url] Viagra Delivery Zithromax 250 Mg Uses [url=http://newisotretinoin.com/accutane-pharmacy.php]Accutane Pharmacy[/url] Antabuse Without Scrip Discount 2 Month Old Amoxicillin [url=http://viacheap.com]viagra[/url] Mellaril Cod Provera Ralovera Best Website In Internet [url=http://cialbuy.com]generic cialis[/url] Propecia Ganarpelo Buy Zithromax 1000 Mg Online [url=http://purchase-generic-kamagra.kamagorder.com]Purchase Generic Kamagra[/url] Citas Cialis Cialis For Il Election Buy Tamsulosin Online Uk [url=http://leviusa.com]levitra pills for sale[/url] Foro De Kamagra Viagra Canada Shipping [url=http://dprixe.com]cialis price[/url] Ciplox Medicinali Per Disfunzione Erettile [url=http://staminamen.com/cialis-to-buy.php]Cialis To Buy[/url] Efectos Viagra Largo Plazo Viagra Rezeptfrei Wo [url=http://cialis-buy-online.ordercial.com]Cialis Buy Online[/url] Cialis Lleida Cialis 20 Mg Sans Ordonnance [url=http://priligy-usa.prilipills.com]Priligy Usa[/url] Que Produce La Propecia Propecia En Perros [url=http://viasamples.com/cheap-viagra-fast.php]Cheap Viagra Fast[/url] Viagra Moins Cher Nolvadex For Sale Good Site [url=http://buy-viagra-online-usa.viaforsale.com]Buy Viagra Online Usa[/url] Order Viagra Usa Pharmacy Difference Between Cephalexin And Cephalexin Monohydrate [url=http://cialusa.com]cialis buy online[/url] Purchase Doxycycline Without Rx Zithromax Patient Information [url=http://purchase-viagra-usa.viaforsale.com]Purchase Viagra Usa[/url] Come Si Acquista Viagra Cheapest Dutasteride [url=http://costofvia.com/real-viagra-online.php]Real Viagra Online[/url] Want To Buy Dutasteride Ups Best Website Amoxicillin Tr [url=http://propecia-pill.propecorder.com]Propecia Pill[/url] Nuevo Progreso Mexico Pharmacies Prospecto Cialis 5 Mg [url=http://leviprix.com/buy-generic-levitra.php]Buy Generic Levitra[/url] Buy Cytotec Generic Amoxil Mg [url=http://levitra-price.levitab.com]Levitra Price[/url] Viagra Bas Prix Propecia 0 5 Mg [url=http://cial40mg.com/cialis-professional.php]Cialis Professional[/url] Cialis 20 Mg Walgreens Buy Propecia Singapore [url=http://cialis-online-buy.tadalaf.com]Cialis Online Buy[/url] Cheapest Desyrel Without A Prescription Anti Depression Drugs Online [url=http://kamagra-online.kamagorder.com]Kamagra Online[/url] Zithromax And Your Period Supply Of Keflex [url=http://leviprix.com/pill-price-levitra.php]Pill price levitra[/url] Amoxicillin A Clavulanate Potassium Tablets Cialis Tratamiento Diario [url=http://cialcheap.com/cheap-generic-cialis.php]Cheap Generic Cialis[/url] Viagra Achat France Discount Generic Fluoxetine In Internet [url=http://kamagra-jelly-forum.kamagorder.com]Kamagra Jelly Forum[/url] Viagra Vs Kamagra Sildenafil Citrate 100mg Pills [url=http://kamagra-oral-jelly.kamagorder.com]Kamagra Oral Jelly[/url] Nebenwirkungen Viagra Und Diabetes Cheap Cialis 40 Mg [url=http://kamagra.cialpills.com/kamagra-buy-online.php]Kamagra Buy Online[/url] Antibiotics Amoxicillin Chlamydia Pills Online [url=http://viacheap.com]viagra[/url] Stendra 50mg Free Doctor Consultation Cialis Generique Effet Secondaire [url=http://cheap-levitra.levitab.com]Cheap Levitra[/url] Compra Cialis Chile Noprescriptiondrugs [url=http://levipills.com/levitra-price-check.php]Levitra Price Check[/url] Online Pharmacy Without Prescription Propecia Cost Merck [url=http://viacheap.com]viagra[/url] Sans Ordonnance Amoxicillin Sans Prescrire France Zithromax Skin Side Effects [url=http://cialis-online-no.cialorder.com]Cialis Online No[/url] Keflex Staphylococcus Furuncle Viagra Generic Very Very Cheap [url=http://viagra-cialis.BuyCial.com]Viagra Cialis[/url] Difference Cialis And Viagra Order Cipro 500 Mg Tablets [url=http://cial40mg.com/order-cialis-in-usa.php]Order Cialis In Usa[/url] Cialis 20mg Price Generic Doryx Mastercard [url=http://bestlevi.com/levitra-order-online.php]Levitra Order Online[/url] Ciprofloxacin Hcl 500mg Cure Chlamydia Cialis Drug Information [url=http://propecia-pricing.propecorder.com]Propecia Pricing[/url] Amoxicillin Side Effects In Cats
AaronTourl 25.06.2017
wh0cd961575 [url=http://stromectol.us.org/]Stromectol[/url] [url=http://cipro500.us.com/]cipro 500[/url]
Оставить комментарий
Вернуться к списку статей