Questions and Answers of Selling Today Partnering

Assume that you are a salesperson who calls on retailers. For some time you have been attempting to get an appointment with one of the best retailers in the city to carry your line. You have an
What is sales call reluctance? Identify its causes.
What is elevator speech? How does it help in drawing the customer’s attention?
What is the difference between telesales and telemarketing?
What are the major objectives of the approach?
Describe the major steps in the presentation plan. Briefly discuss the role of adaptive selling in implementing the presentation plan.
What important strategies should be implemented while selling to a buying committee?
Why should salespeople establish multiple-objective sales presentations? List four possible objectives that would be appropriate for stage one and stage two of the buying process.
What is an action objective and what role does it play in presale presentation plan?
What is the purpose of the preapproach? What are the two prescriptions included in the preapproach?
Mymktlab Only – comprehensive writing assignment for this chapter.
Discuss how direct-response advertising and sales letters can be used to identify prospects.
During periods of economic uncertainty, the decision-making process often moves upward. What basic tips would you give a salesperson who is calling on senior executives?
Identify any accounts where there may be ethical or legal issues to be considered.Describe what these issues may be.
According to information in the notes screens, which account development method did Lee Bizon appear to use the most? Give examples.
Referring only to the dollar amount of sales forecasted category in the contact screens, which four accounts would you call first? Does the likelihood of closing percentage category have any
Referring only to the date close category in the contact screens, which four accounts would you contact immediately?
Which contact can you ignore immediately for making a potential purchase?
Using the following headings, prepare a regional account metrics report for your meeting on the current status of your 20 new accounts found in an appendix. Keep a copy for future reference. Newnet
Does it appear that Dave Levitt is utilizing previously collected sales intelligence to impress the potential buyer with insights that are above and beyond the product features and benefits? Please
What product features does Dave Levitt highlight that will help a user of Salesforce.com improve his business?
What questions does Dave Levitt ask to understand the needs of the customer?
What criteria does Dave Levitt use for qualifying the prospect?
Imagine you were in the position of Dave Levitt, selling CRM services to different business clients. What would be the most promising sources of prospects for you?
Locating companies to work for is a form of prospecting. Assuming you are interested in changing careers, develop a list of 10 companies for which you would like to work. Assign each company a
Sales automation software is most commonly used in the prospecting phase of selling.New-product releases are continually being developed that provide additional features and benefits to salespeople.
You are in the process of interviewing for a sales position with CIGNA Insurance Company.In addition to filling out an application form and taking an aptitude test, one of the items the agency
You are a sales representative for Xerox Corporation. Assuming Xerox has just designed a new, less expensive, and better-quality copying machine, make a list of 15 prospects you would plan to
Prior to getting involved in networking, it’s a good idea to prepare an “elevator” presentation.This is a 30-second pitch that summarizes what you want people to know about you. You might think
Describe two popular models for performing the account analysis.
When is sales intelligence important? What are the three most important pieces of sales intelligence a salesperson needs to know?
Are trade shows effective for identifying prospects and closing sales?
What does the term “qualifying” mean? What are the four basic questions that should be answered during the qualifying process?
What is “networking”? How might a real estate salesperson use networking to identify prospects?
How do referrals help in account development? List the various forms of referrals.
What is the “Ferris wheel” concept?
Describe three steps progressive marketers are taking to improve the quality of the prospecting and account development effort.
List and briefly explain the common causes of customer attrition.
Mymktlab Only – comprehensive writing assignment for this chapter.
Distinguish between emotional and rational buying motives.
Ashley sells new homes in the company’s Centex product line, which is primarily geared towards first-time home buyers. One of her job responsibilities is to monitor competition.Who might be direct
Put yourself in the position of Ashley Pineda. How can she create value at different stages of the young couple’s buying process? Give examples.
What might be key influencing factors for the couple’s home-buying decisions? To what extent are rational and emotional buying motives important?
Outline a typical buying process that a middle-class couple with two young kids goes through in a first-time home buy. What questions and problems might arise at different stages of the buying
How does Ashley elicit the needs and preferences of the prospective customers? What questions does she ask?
Which of the prescriptions of the Strategic/Consultative Selling Model (see Figure 8.1 on page 186) does Ashley Pineda follow? Please explain.
J.D. Power and Associates is a global marketing information services firm that helps businesses and consumers make better decisions through credible, customer-based information.The company provides
The $40,000 Hyundai Genesis V8, which entered the U.S. market as a 2009 model, is a far cry from the popular Elantra. Hyundai’s new flagship model was designed to compete with Lexus, Mercedes-Benz,
Select several advertisements from a trade magazine. Analyze each one and determine what rational buying motives the advertiser is appealing to. Do any of these advertisements appeal to emotional
J. D. Power, founder of J.D. Power and Associates, says, “We define quality as what the customer wants.” Do you agree or disagree with his observations? Explain your answer.
How can salespeople handle a consumer’s selective attention?
Describe the four group influences that affect buyer behavior.
Explain how Maslow’s hierarchy of needs affects buyer behavior.
What is buying motive? List the types of buying motives. How can the dominant buying motive help consumers to make a purchase decision?
How will the selling approach differ in case of a transactional buyer, consultative buyer and strategic alliance buyer?
Describe the five major stages in the typical buying process.
List and describe the three most common types of organizational buying situations.
What is consumer buying behavior? What are the three types of consumer buying situations, depending on the degree of buyer involvement?
Mymktlab Only – comprehensive writing assignment for this chapter.
What are the possible consequences a salesperson might experience when using low-price tactics?
Sue Sacks and other members of the advanced solutions team found that the consultative approach resulted in meetings with people higher in the customer’s organization. “We get to call on a higher
Sue Sacks and other members of her sales team discovered that a traditional productoriented presentation would not work when selling the Personal Harbor Workspaces.Success came only after the team
What product-selling strategies are most effective when selling a new and emerging product such as the Personal Harbor Workspaces?
To fulfill a problem-solving need, salespeople must often be prepared to communicate effectively with customers who are seeking a cluster of satisfactions (see Figure 7.1). Is it likely that a
Call a local financial services representative specializing in stock, bond, or equity fund transactions. Ask what percentage of clients rely on the information given to make complex decisions on
The Ritz-Carlton hotel chain illustrates the total product concept discussed in this chapter.Research value-added information on the Ritz-Carlton chain by accessing www.ritzcarlton.com. Choose a
Several weeks ago, Erin Neff fell in love with the Scion tC coupe. After reading about the car in a magazine, she decided to visit a local Scion dealer. A test drive convinced her to place an order.
Search the internet for two competing electronic industrial supply catalogs or two competing direct-mail catalog companies. Assume one of the represented businesses is your employer. After studying
Customers prefer to pay a bit more to get reliable services. Discuss.
What is the relationship between value-added selling strategies and the cluster of product-selling satisfactions?
Describe the difference between a generic product and a value-added product.
What do you understand by product life cycle?
What are the major differences between product-selling strategies for new and mature products?
Read the Selling in Action feature titled “How Do Customers Judge Service Quality?”on page 166. How might this information help a salesperson who wants to adopt the value-added selling strategy?
List the commonly used discounts and allowances that salespeople use to meet low-price positioning in transactional selling.
Why have salespeople assumed an important role in positioning products?
Explain what is meant by positioning as a product-selling strategy. What is a value proposition?
According to Ted Levitt, what is the definition of a product? What satisfactions do customers want?
Why has product differentiation become so important in sales and marketing?
Mymktlab Only – comprehensive writing assignment for this chapter.
Distinguish between a general benefit and a specific benefit. Why do customers respond positively to specific benefits?
In addition to the actual product strategy, how important will information about Texas Monthly (its history, mission, past performance, etc.) be in closing the sale?
What are the most likely objections that the marketing director might raise?
What are the major benefits that Amy incorporates into her presentation?
Explain how Amy Vandaveer can use the three prescriptions for a product selling strategy in preparing and presenting product solutions.
Select a product you are familiar with and know a great deal about. (This may be an item you have shopped for and purchased, such as a compact disc player, laptop computer, or an automobile.) Under
Today, many companies are automating their product-configuration and proposal-writing activities. Go to the Internet and find these providers of the following
Secure, if possible, a copy of a customer-oriented product sales brochure or news release that has been prepared by a marketer. Many salespeople receive such selling tools. Study this information
What do you understand by a bridge statement?
What is a written sales proposal? List its major benefits.
Explain what the customer’s expectations are concerning the salesperson’s attitude toward competition.
Basic beliefs underlie the salesperson’s method of handling competition. What are four guidelines a salesperson should follow in developing basic beliefs in this area?
Define the term organizational culture. How might this company information enhance a sales presentation?
How will the requirement of product strategy differ among transactional buyers, consultative buyers and strategic alliance buyers?
What is “product configuration”? Provide an example of how this practice is used in the sale of commercial stereo equipment.
Distinguish between product selling and solution selling.
Provide a brief description of the term product strategy.
Mymktlab Only – comprehensive writing assignment for this chapter.
What suggestions would you give a salesperson who is planning to meet with a new prospect who displays the Reflective communication style?
It is not a good idea to put a label on someone and then assume the label tells us everything about the person. As Ray attempts to build a rapport with Ms. Maynard, what other personal

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