Course: Professional Selling  / Business 

Please Don't Copy/Paste.

Answer the following questions-

 

Q1. Background: You've had success at Stanley Black & Decker in your initial role as an Inside Sales Representative and have now been promoted to a Key Account Manager's role with responsibility for some 20 accounts of various sizes and complexity.

One of your biggest accounts is a long-term client who has a deep understanding of your products and the industry. This Account is also remote in location which means you have to do the selling online. 

 

PART A) : What type of Presentation will you use [Memorized/Formula/ Need-Satisfaction]? Also describe what advantages or disadvantages this type of presentation offers and why you would use it.      [4 marks]

 

Part B) :  List reasons for sales-presentation failure and strategies to prevent such failures.  [4 Marks]

Q3. Overcoming objections is a key part of successfully moving customers to a "Yes". 

PART A): List the 5 types of Objections customers typically offer and describe what each is.        (5 Marks) 

 

PART B): Describe the process you might use (to overcome these objections).             (3 Marks)  

 

Q4. Negotiating is a key selling skill.  Now that you've successfully presented, heard and understood the customers objections, you are ready to negotiate.

 

PART A):  Define what a negotiation is?  [2 Marks]

 

PART B): Outline and describe the basic negotiation concepts or [Basic elements}: [6 Marks]