Practical Sales Guide for College Students: 6 Steps to Success

Hello, future sales professionals. In this book, we will systematically and practically learn about "sales," an essential skill in the business world. We aim to build the foundation for college students to be active at the forefront of business in the future.

1. Sales Basics: Understanding Customer Psychology and the Purchasing Process

The essence of sales is to understand the needs of customers and provide them with appropriate solutions. To do this, you need to have a deep understanding of customer psychology and the purchasing process.

Basics of customer psychology

• Identifying pain points (issues and dissatisfaction)

• Clarifying benefits (profits and value)

• Utilizing loss aversion bias

AIDMA theory

One of the important theories for understanding the customer purchasing process is the AIDMA theory:

1. Attention: Attract the customer's attention

2. Interest: Stimulate interest in the product or service

3. Desire: Stimulate the desire to possess or use

4. Memory: Make an impression and be remembered

5. Action: Encourage actions such as purchase or contract