When : 18/07/2011 to 21/07/2011

Where : School of Computer Engineering (ETSII). Avenida Reina Mercedes, 2, 41012 Sevilla. Spain

Description
The ICE-B 2011 – International Conference on e-Business is to bring together researchers and practitioners interested in e-commerce technology and its current applications. The technology mentioned refers not only technological issues low-level, such as technology platforms and Web services, but also some higher-level issues such as knowledge of context and business models, and also the peculiarities of the different possible applications of this technology. These are all areas of theoretical and practical importance in the wider area of ​​e-Business, whose growing importance can be seen in the increasing interest of the IT research community.
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The current sales organization has basically three gaps that may be an obstacle to sales and income of the company.

Here we see briefly what those gaps and what can we do to fill these gaps:

● The divergence between the needs of the seller and the customer

● internal differences between the sales force and marketing.

● Poor use of the Internet and Social Networking

Divergence between the needs of the seller and the customer

The seller often wants to close the deal and praise for presenting the characteristics of the product and the company that produces it, unfortunately, this technique often fails or not the expected result, since the seller’s attention focuses on the product and not the customer. What sellers really need to understand is “how the customer feels in that situation” and “as a solution to offer customers to overcome that condition.”

The seller, therefore, must shift its perspective and focus on customer needs by offering a solution. In this way, the sellers will no longer only one who wants to sell something, but will be considered a business partner, “a consultant”.
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Often we tend to think that to build their wealth should make a big sale or enter into a big deal. It really is not recommended deal with only one big customer to make the “big one”, but much wiser would be able to have a wide and varied range of small business customers. This type of distribution allows the company to grow with a more solid basis, smarter and certainly less risky.

Most small businesses are not equipped to respond efficiently to a single large order, in addition, small businesses often use for their purchases of young guys with not much experience, and this can become another point to sell to small businesses, rather than a large company that employs highly qualified experts.
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Everyone wants to attract wealthy clients to their business, but not everyone knows how to attract these customers successfully.

Moving from a generalized to clientele wealthy clients first requires a change in your mindset, but this change will be rewarded by gains and growth that your business will generate.

To end, will exhibit four basic techniques to gain an elite clientele.
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Think for a moment about the true meaning of the word “seller”. If we look in the dictionary definition that we will be given will not always be positive, as they may appear as synonyms of “persuasion,” “incentive,” “hard sell”, etc…

E ‘for these synonyms and the type of use that is made of this word that the seller does not enjoy a good reputation at all, although you probably knew that already. In fact, some people may react negatively to the presence of a seller who wants to sell something by force, not worrying about the real needs of the customer. These prejudices make the sales job more difficult and hard, because you can not change people’s perceptions.
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Many marketing techniques have the sole goal of wanting to “close the sale” at any cost, thus reducing the load of the seller in a constant search for the customer who buys it does and what the seller’s forces, but remember that the way better to close a sale is to stop wanting to close the sale.

First, it is best to remember that no one likes to be pushed to do something, even if this could be good for them.

Second, even if we are selling things that can be helpful to our customers, but we continue to try to convince them explaining all the reasons why it might be good for them, our “endless” reasons and now want to close the deal could the suspicious customer, who might think that we are acting only for our interests and not for their trust and then stop.
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Of particular importance is the analysis and the study takes place and how does the process of purchase. Although this analysis presents special moments and gives a dominant and decisive importance to the motivation and perceptions of consumers and the facts that make the consumer buy the product, whether vested or not, then we pause briefly on the elements and phases of the buying process.

General

First we see the general aspects
what are the factors that motivate consumers to buy the product or brand?

• The ability to purchase (income, personal availability)
• The needs, functions to be performed?
• The perceived value

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Here we give some guidelines so you can learn to evaluate and choose which are the most appropriate templates for the website you want to accomplish.

You pick and choose between 3 to 5 different website templates, and not just one, since in the first instance you should make a selection of templates that you like (aesthetically speaking).

Once you have your initial set of templates, you should evaluate each other factors that make quality and functionality. That is, in addition to your tastes, now you must consider

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We conclude the series of the most common mistakes sales with the worst mistakes a seller can do: Suppose the client is ignorant, and then use sales techniques to convince or persuade.

The differences between a seller and a mediocre success are many and very easy to identify:

A successful salesperson thinks, “to serve a customer is an ‘opportunity’

• Seller mediocre thinking: “The customer is synonymous with money”
• The successful salesperson provides solutions during negotiations.
• The seller during negotiations mediocre thinking about how to make money.
• The successful salesperson says, “It’s a pleasure to serve you”
• Seller mediocre says: “This is what you are looking for”
• The successful salesperson has pleasure to meet its customers.
• The seller has mediocre pleasure only when its customers buy.
• The successful salesperson is aware that people need solutions to their needs.
• The seller believes that poor people just want the products.

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The best salespeople are those who develop the ability to turn products into solutions to the needs and dreams of our customers.

A seller of homes, for example, must be able to go beyond the bricks, coatings and columns. A good seller should look into the soul of the customer who does not buy just four walls, he buys feelings and emotions:

• Culmination of a family dream of owning a home
• A man who wants to build something lasting
• A woman who aspires to live at home and feel the “hostess”
• Couples who want to buy a house to see where their children grow
• A couple who wants to invest in something to leave to their children
• A place where you can relax after work
• The independence and freedom of a young man in his first home
• Etc.etc.

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