Guided Selling

Guided Selling and sales management is a process, advise on the potential buyers of products or services and be guided to purchase. Guided -selling systems are software solutions that advise potential buyers and guide you through the product selection process.

The applications of Guided Selling solutions are:

• Sites of catalog retailers, product manufacturers or providers of services. A Guided -selling system might tend to take user requirements and generate product recommendations to ensure that potential buyers find the right products.
• Kiosk Applications or computer terminals in the stationary retailers to assist customers in the shop with product selection.
• Interactive product banner that abut the counseling process within a banner.

Aim and method

The goal of guided selling systems is to bring together the customer and the right offer for him quickly and easily and to allow a purchase decision. The client learns the range and potential product characteristics know, while the seller learns to understand the requirements of the customer and his decision criteria. Guided -selling systems are used to provide advice on the internet. The central component of guided selling systems therefore come with an online product advisor who guides visitors from online stores and product manufacturers' websites for purchase.

Technology

Guided -selling systems require algorithms for the computation of product recommendations. The computation of product recommendations will be made by recommender systems ( referral service ). In addition to statistical Recommendern, guided selling systems to perform as a salesperson for the purchase decision. Therefore it is necessary to ask the buyer according to his requirements, to convert the requirements in (technical) product features and then calculate a ranking of the best matching products. Guided -selling systems thus allow an objective and based on specific user requirements product selection.

Guided Selling Process

Guided -selling systems form from a Guided -selling process. The process can, for example, include the following steps:

• Needs and wishes of purchase record: The potential buyer is asked about his requirements and the essential characteristics of the products and their possible values ​​are explained. Since a Guided -selling system specifically described product properties, the applicant may inform themselves about its existing purchase requests, specify this and also formulate new requirements, to assist in the selection of the suitable offer.

• Needs and desires evaluate purchase: Buyer typically know their desire to buy, but not the exact technical product characteristics that meet these requirements. A Guided -selling system must therefore translate ( "a fast notebook") in technical properties (such as a certain processor, hard drive size, memory, and accessories) natural language expressed use cases (eg " a business notebook " ) or more specific desire to buy can.

• Recommend products: Derived from purchase requests technical product characteristics must be matched with the data sheets of the products available. It is not enough, just based on the purchase requests for the matching products filtering. Rather, the products with respect to all product characteristics and their suitability must be assessed on the purchase wishes to calculate meaningful product recommendations can. It also advantageous product properties should be taken into account and, if no products meets all the requirements, alternatives can be calculated to achieve a better recommendation quality.

• Justify recommendations and persuade to purchase: The goal of a Guided -selling system is to advise the client as objectively as possible, build trust and thereby sell more, as well as to bind the Customer. Product recommendations must therefore individually justified, explaining the pros and cons of the recommendations and the prospect are out actively for sale.