Dr. Eli Jones
Dr. Eli Jones
Estevanica Jackson
April 16, 2012
Dr. Eli Jones is a graduate of Texas A & M College, where he received a Bachelor’s Degree in Journalism and a PhD in Business. He is a native of Houston, Texas and now resides in Baton Rouge, Louisiana. Dr. Jones is currently Dean of LSU’s E.J. Ourso College of Business and the E.J. Ourso Distinguished Professor of Business.
Dr. Jone’s topic of discussion was about sales, marketing, and leadership challenges in the global marketplace. He also discussed the science of selling and how to become a revenue producer. Dr. Jones reviewed several steps to the sales process. The first step was about preparation. He stated that research is vital to identifying your prospect’s needs and wants by showing empathy towards customer concerns.
The second step was about attention. He stated the importance of making a good first impression. Dr. Jones gave a presentation with a student volunteer, to see if he could sell his self to the customer (Eli Jones) in 12 seconds by introducing himself, then explaining the reason he should be hired as an FBI agent. . After a few failed attempts, the student was able to convince Dr. Jones, why he would be a great candidate for the position.
The third step was about examinations. It basically dealt with the importance of not only inquiries but how well you listen to your customer and why this helps to target a customer’s buying trends.
The fourth step involves prescriptions. Dr. Jones explained that presenting a solution that shows you as a seller will help you understand the customer’s needs. The fifth step was about conviction and motivation. He went on to explain how you should handle objections by effectively responding to a prospective client’s concerns and encourage existing customer through the presentation of value.
The sixth step is about completion and partnering. As a seller, you must finalize the
Estevanica Jackson
April 16, 2012
Dr. Eli Jones is a graduate of Texas A & M College, where he received a Bachelor’s Degree in Journalism and a PhD in Business. He is a native of Houston, Texas and now resides in Baton Rouge, Louisiana. Dr. Jones is currently Dean of LSU’s E.J. Ourso College of Business and the E.J. Ourso Distinguished Professor of Business.
Dr. Jone’s topic of discussion was about sales, marketing, and leadership challenges in the global marketplace. He also discussed the science of selling and how to become a revenue producer. Dr. Jones reviewed several steps to the sales process. The first step was about preparation. He stated that research is vital to identifying your prospect’s needs and wants by showing empathy towards customer concerns.
The second step was about attention. He stated the importance of making a good first impression. Dr. Jones gave a presentation with a student volunteer, to see if he could sell his self to the customer (Eli Jones) in 12 seconds by introducing himself, then explaining the reason he should be hired as an FBI agent. . After a few failed attempts, the student was able to convince Dr. Jones, why he would be a great candidate for the position.
The third step was about examinations. It basically dealt with the importance of not only inquiries but how well you listen to your customer and why this helps to target a customer’s buying trends.
The fourth step involves prescriptions. Dr. Jones explained that presenting a solution that shows you as a seller will help you understand the customer’s needs. The fifth step was about conviction and motivation. He went on to explain how you should handle objections by effectively responding to a prospective client’s concerns and encourage existing customer through the presentation of value.
The sixth step is about completion and partnering. As a seller, you must finalize the