SONCAS
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SONCAS is a French acronym for Sécurité - Orgueil - Nouveauté - Confort - Argent - Sympathie. Well known in France, this system was invented to know what motivates a person to buy a product. After the research of a French study it was found that most people are driven by one of these six topics Sécurité - Orgueil - Nouveauté - Confort - Argent - Sympathie[1] that could be translated to Security - Vanity - Novelty/Technology - Comfort - Money - Likeability.
This technique is used by sellers to find what motivation a buyer requires to make then buy the product.[2][3] Another way of using SONCAS is to use every single point to cover all six topics to be sure to make the customer like the product.[4]
SONCAS is also linked with the Enneagram of Personality and Maslow's hierarchy of needs.[5]
References
[edit]- ^ http://www.commerciaux.fr/profession/methode_soncas.php(in French)
- ^ http://harald-braha.fr/scurit-orgueil-nouveaut-confort-argent-sympathie/(in French)
- ^ http://www.definitions-marketing.com/Definition-SONCAS(in French)
- ^ http://www.ecompedia.net/index.php?title=SONCAS(in French)
- ^ http://www.marketing-etudiant.fr/cours/m/methode-soncas-vente.php(in French)