What are preselection items

2024 Author: Howard Calhoun | [email protected]. Last modified: 2023-12-17 10:16

Before describing what a preselection product is, let's start with an equally important definition. It will allow you to better understand the essence of the above term. Consumer goods include not only goods, but also services intended for the final consumer, who use them for their own purposes.

Definition

Consumers purchase an incredible variety of products. For the sake of convenience, experts have classified them into several categories. Pre-selection products are one of them. It has some unique features.

This category includes products that consumers compare with similar options before buying. At the same time, price, appearance, quality and some other indicators are used as the most important criteria.

Examples

Pre-selection products include cars, electrical appliances, clothing and some other categories. They perfectly match the above definition. Just them before buyingbuyers carefully compare with other options.

Examples of pre-selection products are quite simple and familiar, perhaps, to every consumer. After all, you, too, visiting the store, can compare several options, choosing the most attractive. For example, buying cheap furniture.

Classification

If we talk about consumer goods, experts have long classified them into several categories. In addition to pre-selection items, they include a few more. Let's list them and talk in more detail.

• Consumer goods.
• Special Demands.
• Products of passive demand.
• Consumer goods.

This category refers to what buyers buy often, without falling into thought and almost without comparing several options. For example, these are tobacco products, also newspapers or soap.

If you study this category more deeply, you can highlight the goods that consumers purchase regularly or suddenly, as well as when the need arises. For example. Certain foodstuffs may be purchased on a regular basis. Chewing gum, chocolates and other trifles that appear in the checkout areas of supermarkets often become random purchases. When in need, they acquire goods, the need for which appears suddenly. For example, anti-freeze fluid for cars is required at low temperatures. The peculiarity of such goods is that when demand arises, they begin tosold in many outlets. This is because no seller wants to miss out on the opportunity to make extra profit by taking advantage of increased demand.

Special Demands

They have unique characteristics. To purchase these products, buyers are willing to make extra efforts. For example, it can be high-profile iPhone models, some cars, etc.

The unique feature of speci alty items is that consumers avoid comparison when they buy them. The buyer prefers to spend time searching for the desired product, rather than comparing it. It is curious that even the location of the seller does not matter. For shoppers looking for speci alty items, it doesn't matter.

Passive demand goods

This category includes products that customers do not know exist or simply do not think about buying them. For example, some novelties in the consumer market have long been classified as passive demand goods. Until their active advertising begins, notifying consumers about the availability of certain goods.

Period of use

If we put this factor as the basis for the classification, it turns out that absolutely all goods present on the consumer market can be divided into goods of short-term or, conversely, long-term use. This imposes certain features on the methodsales.

Durable goods tend to be cheaper and therefore easier to sell. Durable goods, on the contrary, have a high price, and therefore require a more careful approach to their sale. Often buyers have to be persuaded or attracted by favorable conditions.

Types of pre-selection items

What is it, you already know. Experts also distinguish in this category a similar product and its opposite, that is, dissimilar. Let's discuss in more detail.

Similar products are perceived by potential buyers as products with the same quality but different prices. In this case, the seller has to justify the price, giving some arguments in favor of the goods being sold.

Dissimilar pre-selection items include, for example, clothing. Appearance can be much more important than price. Cheap furniture also belongs to dissimilar goods. The peculiarity of their sale is that the seller must have a fairly wide assortment in order to satisfy the needs of the largest number of buyers. In addition, professional consultants who are well versed in the presented range and properties of goods and are always ready to help the buyer with a choice can influence the increase in sales.

Research

Before releasing a new product to the consumer market, manufacturers usually conduct research. It shouldbe quite thorough and take into account many nuances, starting with the formation of the target audience and ending with the study of competitors. The more detailed information is collected, the more it will be possible to please potential consumers. Ultimately, this affects the level of sales.

Marketing research on the competitive advantages of pre-selection products allows you to make the product unique and different from other offers present in the consumer market. This task can be performed by staff members or an outside agency.

Research begins with preliminary information. For example, received from clients. It is also important to study the experience of competitors.

First of all, experts determine how attractive the market segment, which will be further sold pre-demand goods.

It should be noted right away that the collection of information is a rather difficult stage of any marketing research. This is due to the fact that most of the required information is classified as commercial. For this reason, it cannot be found in open sources.

However, if market research is done successfully, it can provide a lot of information about the competitive advantages of pre-sales products, and then use it to increase commercial success.

How do consumers make purchasing decisions?

When it comes to pre-demand goods, potential buyers need to spend a lottime and effort to make a final decision.

This stage is preceded by a thorough comparison of criteria that are important to the consumer. As a rule, the following indicators come to the fore:

• price;
• quality;
• ease of use;
• appearance.

Knowing where the buyer is in the decision-making process will allow a professional seller to more quickly persuade him to buy. It is worth saying that a lot depends on the degree of awareness about a particular product that a potential buyer is interested in.

A standard variant may consist of the following steps:

• need awareness;
• gathering information about goods of interest to the consumer;
• decision making.

Getting into the trading floor, the buyer finds himself in a special environment. If he has not made a decision and doubts, a professional salesman is able to win him over to his own side. In addition, the initial purchase usually takes longer and requires much more time. Secondary is faster. After all, in fact, the buyer acts in the same way as before. Therefore, the efforts on the part of the seller will not be as significant as when establishing the initial contact.

It would seem that at the stage of making a positive decision, the relationship between the seller and the buyer should end. However, this is not quite true. For long-term cooperation, the reaction to the purchase is no less important. If you are interested in more than just a one-time sale, then you must make some effort to keep the buyersatisfied and returned again. In particular, do not neglect the quality of the goods.