PERSONAL WINS CLASSIFICATIONS

Personal win classifications are different from organisational response modes because they are personal to the individual, and have nothing to do with the organisational requirements. Understanding the personal requirements of the individual helps focus the benefits of the solution towards the requirement of the individual.

    Many people in the organisation have different requirements including the following;

    -Making more revenue from product sales

    -Downsizing the organisation to meet economical changes

    -Decreasing costs

    -Increasing profitability

    -Reducing support overheads

    -Gaining market share

    -Consolidating suppliers to recuce time taken to deal with them

     

    Understanding the individual's personal wants and needs helps to position the benefits that the product has to offer.

    Here are some example personal decision influences:

Security

Some customer individuals make decisions because of wanting a secure position such as monetary gain or freedom from managementt intervention, or maybe just for want of a safe future for whatever reason.

Self-preservation

Safety and health for self and family

Convenience

Comfort, more desirable use of time

Avoidance of worry

Ease of mind, confidence

Recognition

Social status, respectability, wish to be admired

Self-improvement

Spiritual development, hunger for knowledge, intellectual stimulation