Typical buying motives of prospect
The business world has become increasingly competitive forcing firms to formulate sound customer strategies. This needs to be customer-focused, quantity-based, and quality-oriented as these constitute the main prospects (Manning, Ahearne, and Reece 27). In other words, the issue that needs central consideration, in this case, is what best can capture the customer’s attention. Century Home Fashions has a number of attributes that any successful company needs to possess.
However, it takes more than just the paperwork to realize tremendous growth in sales revenue. It is quite evident from the information provided that this firm produces high-quality goods with consistent supply throughout the year. Besides, this company ensures that there are regional branches with complete administrative units, and this gives this firm an upper hand in winning a larger market share.
The emergence of globalization fuelled by technological explosion puts many firms at the edge in terms of pricing of their various products (Naumann and Kordupieski 102). In respect of this, Century Home Fashions seems to be at the height of customer satisfaction through customized products, and this is one of the greatest competence and marketing tools. Clients have high hopes to achieve beyond their expectations, therefore getting the value of their money invested in this firm.
The typical prospect as an individual
The social structure and economic challenge experienced by modern society make people prefer shopping when they are able to enjoy a great variety under one roof. This is another prospect of clients when they talk of this firm since it deals with a variety of textile products (Naumann and Kordupieski 105). At a personal level, especially, from the firm’s staff view, the continuous supply of high-quality products at a low price is a cutting edge in this firm. The firm brags of highly trained personnel assigned to the different lines of specialization. This means that the presentation and other qualities of the staff highly influence the desire of prospective clients for this company’s products.
This company boasts of ultra-modern technology which makes it relevant in the contemporary world market economy. This boosts its image and superiority expected of its products by the prospective clients, suppliers, and other partners in trade. This firm has developed a positive reputation through the years it has been in business since it has a well-organized procurement team with favorable policies that have created a long-standing good relationship with the suppliers.
This means that its input factor supply is constant and translates to zero shortage at all seasons (Peppers and Rogers, 74-75). Customers wish to associate with firms that guarantee quantity and quality simultaneously at any time. The customer’s strategy that is also visible in this firm is the establishment of a committed customer care team and a pool of talented public relations officers. These factors only require implementation since the company evidently has both physical and human capital.
Prospects’ identification in most cases
Prospects are observable from the way the clients take extra interest in exploring other services offered by the firm. There are cases where clients voluntarily give management ideas through suggestion or during market research conduct. It is imperative that the customers would be satisfied not only with the products but also with the environmental policies of the firm (Peppers and Rogers, 72-3). An increase in demand for its product predicts a better future for the firm if it handles the responsibility to meet the needs of the customer. The case study on Century Home Fashions presents better prospects both to the staff and the clients.
Manning, Gerald L., Ahearne, Michael and Barry L. Reece. Selling Today: Partnering to Create Value. 6th Canadian Edition. New Jersey: Prentice Hall, 2012. Print.
Naumann, Earl and Raymond Kordupieski. Creating Customer Value: The Path to Sustainable Competitve Advantage. Bloomington, IN: AuthorHouse, 2010. Print.
Peppers, Don and Martha Rogers. Managing Customer Relationships: A Strategic Framework. Hoboken, N.J: Wiley, 2011. Print.