Topics: Marketing, Sales, Selling Pages: 1 (313 words) Published: April 16, 2014
Developing a Personal Selling Philosophy A. Describe the marketing setting. B. Describe the role of personal selling in this setting. C. Describe the typical salesperson’s training to become a consultant/problem-solving type of salesperson. Developing a Relationship Strategy A. Describe the typical relationship between salesperson and customer in this field. B. Describe the appropriate salesperson’s attitude. C. Describe the appropriate salesperson’s appearance. D. Describe which of Carl Jung’s personality styles you fit into best. Which aspects of a presentation appeal to you most? E. How would you adapt your presentation to appeal more to the remaining three personality styles? Developing a Product Strategy A. Description of company B. Description of product C. Develop feature, advantages, benefits worksheet. D. Is this a new and emerging or mature and well-established product? E. How does your company and product compare to competitors? Complete a competitor analysis worksheet. Developing a Customer Strategy A. Describe the typical buying motives of the prospect. B. Describe the typical prospect as an individual. C. How are prospects identified in most cases? Developing a Presentation Strategy A. Preparing for the sales presentation. 1. List presentation objectives. 2. Describe ways to achieve a good social contact. 3. Describe methods to achieve good business contact 4. Which approach method do you plan to use to capture prospect’s attention? B. Customer Need Discovery 1. List questions that will determine the prospect’s needs. 2. Match typical customer buying motives with features and benefits of the product, company, and salesperson. 3. Describe the presentation method that you will use. C. Creating the sales presentation 1. List features/benefits you will emphasise and demonstrate. 2. List selling tools you will use, for example demonstrations, PowerPoint. D. Negotiating sales resistance 1. Anticipate sales resistance ie. list possible objections the...
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