Relational Sales - Focusing on Your Customers’ Needs Facilitating the Customer’s Decision to Buy In an increasingly competitive business climate‚ customers are faced with a multitude of alternative products and vendors. A traditional approach based on "closing the sale" may be inefficient and even counter-productive. In today’s markets‚ customers need customized solutions to their needs. Rather than being sold to‚ customers want to buy. In relational sales the emphasis is on building and maintaining
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Outdoor Sporting Products‚ Inc. Executive Summary The compensation plan for salespeople at Outdoor Sporting should be changed to reflect the company?s long-term strategy and success. The compensation/incentive plan is not effective as proven by the company?s flat sales despite a growing market for outdoor sporting products. Other pertinent facts/issues: 1. McDonald strongly believes that each salesperson should be earning $50‚000/year. 2. Salespeople currently tend to sell close to home‚ neglecting
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manufacturer is struggling. You will need to do additional research to uncover the issues that are plaguing the brand. The goal of your plan is to drive business. BUDWEISER OVERVIEW: In January‚ Coors Light surpassed Budweiser to become the #2 selling beer in the U.S. It was a major blow for Budweiser‚ a brand that has been in decline for the last three decades. Certainly the changing tastes of the American consumers have impacted sales of Anheuser Busch’s flagship brand‚ but marketing decisions
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1. It is important for a sales person to anticipate buyers concerns and objectives because it shows that you have concerns as well and as a sales person you must generate the correct information to help buyers understand there interest. 2. There are multiple numbers of objectives‚ but only a few are more difficult to handle and they fall in this categories needs objection‚ product or service objectives‚ company or source objections‚ price objections and time objectives. 3. The direct denial
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new territory by selling his goods‚ his son Biff was going to go to university with a scholarship and he had a home with no apartments closing on him. But now‚ he was forced to work on commission at an old age and was fired later by his godson. His favored son Biff had wandered about the country doing odd jobs for many years‚ his friend’s son Charlie was successful and his home was now surrounded by apartment buildings which blocked out the sunlight. He was not a success in selling ‚ he failed to
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of your product/service offerings. Q2 *How do we need to do first*? First‚ you need to form yourselves into group of 5. Select someone in your team to be the team leader. Inform your tutor who is in your team. Q3 What exactly are we selling? You will represent one of the many hotels in Singapore. As you may be aware‚ many of the large hotels have function rooms and exhibition halls which they market to potential exhibitors or companies holding seminars or workshops. Your team is the
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have fallen victim to management’s myopic view of marketing. There is no such thing as growth industry; companies only capitalize on growth opportunities. Many dead industries and those that are showing signs of dying “growth” made more emphasis on selling aspect of the business which focuses on the seller rather than emphasizing marketing which focuses on a buyer. Most share signs of self-deceiving cycle of bountiful expansion and undetected decay based on the following beliefs and assumptions:
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A seller with low self-orientation is free to completely and honestly focus on the customer — not for his own sake‚ but for the sake of the customer. Such a focus is rare among salespeople (or people in general for that matter). The truth in selling is that you succeed more at sales when you stop trying to sell. When all you focus on is helping prospects‚ they trust you more and buy from you more as
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group covers Coffee Bean‚ Chinta Manis and Prima Deli. We have to observe the furnishing‚ the product placement‚ the customer service‚ marketing strategy‚ effectiveness of the shop’s merchandising and many more. Each shop have it’s own Unique Selling Point‚ their strengths‚ the way they portray and promotion methods. And of course‚ they also have their weakness and points that could be further improve. Therefore‚ we must digest all this and step in to be their silent salesperson‚ brand their
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on each other‚ caused mainly by cultural aspects that lead the employees to be more individual: everyone is only interested in themselves‚ not in the area they work in. Sales representatives are only interested on the product they are specifically selling and that causes differences with what the clients are looking for. Therefore‚ the company struggles to accept changes happening right now. 2. How do you evaluate the approach the firm has taken so far? Multi-Products Chile has tried to keep up
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