Need Satisfaction Selling


Understanding customer needs is paramount to delivering a great sales experience. The concept elucidates the key factors for implementing needs satisfaction selling and how sales people can engage customers effectively to build trust and loyalty.

Technique Overview

Need Satisfaction Selling Definition

Need satisfaction selling “is an approach to selling based on the notion that the customer is buying to satisfy a particular need or set of needs” (Ingram et al., 2008, p. 411).

Need Satisfaction Selling Description *

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Business Evidence

Strengths, weaknesses and examples of Need Satisfaction Selling *

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Business Application

Implementation, success factors and measures of Need Satisfaction Selling *

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Professional Tools

Need Satisfaction Selling videos and downloads *

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Further Reading

Need Satisfaction Selling web and print resources *

Need Satisfaction Selling references (4 of up to 20) *

  • Andrews, M. and Whittaker, J. A. (2006) How to Break Web Software, Pearson Education, Boston, MA.
  • Cai, S., Yang, Z. and Hu, Z. (2010) The Effects of Volume Consolidation on Buyer–supplier Relationships: A Study of Chinese Firms, Journal of Purchasing and Supply Management, Vol. 16 (3), pp. 152-62.
  • Gallo, C. (2012) Apple's Secret Employee Training Manual Reinvents Customer Service in Seven Ways, Forbes, August.
  • Goff, B. G., Boles, J. S., Bellenger, D. N. and Stojack, C. (1997) The Influence of Salesperson Selling Behaviors on Customer Satisfaction with Products, Journal of Retailing, Vol. 73 (2), pp. 171-83.

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