The first part is the following , i need help from the part V

The chosen product is Microsoft Corporation's XBOX gaming console. XBOX is Microsoft's flagship gaming equipment is enduringly popular across the globe due to its technological capabilities and exclusive titles available on its platform.

Explanation:

Name of product to be sold: XBOX

Name of company you are selling for: Microsoft Corporation

Course name and number: --

Your name and date: ABC

23 March 2020

I. Personal Selling Philosophy

A. Market Setting

XBOX is marketed around the world as a leading and most advanced gaming console. It is distributed to retailers, kiosks, and preferred channel partners.

These are then sold to end consumers for 60% gross margins as retail prices. In other words, a console costing $50 to Microsoft is sold to the distributors for $300 who then sell it to retailers and channel partners for $400. And this is further sold to the end consumer for $700.

This methodology indicates a price skimming strategy as the pricing strategy for the XBOX gaming console.

B. Role of the Personal Seller

Personal sellers play a significant role in selling a product like a gaming console.

A customer in the market can find a number of alternatives when it comes to gaming consoles. A personal seller personally convinces a customer by providing demos, briefing about the strengths of the product, and assuring about post-sales service. Personalsellers play a pivotal role in selling XBOX gaming consoles.

C. Vendor Differentiation is that type of sales person's training which can be witnessed through the XBOX console. It can be sold off to the customers instead of the ones manufactured by Sony, Nintendo, and others.

Vendor Differentiation is the type of salesperson's technique in which a sales person's main objective is to convince the customer on why he should buy Microsoft XBOX instead of other gaming consoles.

II Developing a Relationship Strategy

A. The company's salesperson, be it in the stores, kiosks, and the preferred channel partners, personal selling convinces a customer to a great extent and through the adoption of demand creation and Vendor differentiation, Xbox can be kept ahead of another vendor for a considerable time until next work climate requirements.

B. The ability to listen to the cores of customer's voicesis how you epitomize selling of a game console in the booming gaming industry. Empathy with the customer is the foremost factor in selling him the product and showing him that we genuinely know his need and strive to satisfy those needs as well. Moving step-to-step while guiding him to purchase his ideal gaming console through the appointment of an experienced salesperson is what the companies these days need, in today's modern work climate.

C. The sales team may be made to wear official XBOX merchandise like Tshirts, shirts, and bands, to exude a more professional appeal in front of the customer. Also, the same may be distributed amongst the general public as a promotional activity.

D. Following are the ways through which long term relationship building with the customers as well as tech enthusiasts may be established:

i. Attractive referrals schemes and earning free game titles may be launched in view of effective referral marketing.

ii. Arranging for free demos for the tech enthusiasts as well as the customers is what a product like XBOX needs to establish a longterm relationship with the customer.

iii. The company may insist on uniform behavior and attitudes in order to have a more professional presence in the market.

iv. Surveys may also be conducted for suggestions and future expectations from the XBOX console in order to have an idea pertaining to future marketing activities.

E. I opine using traditional as well as digital channels of marketing communication. In other words, an ideal combination of television advertisements, newspaper/magazine ads, online banner ads, pop-ups, and sponsored content over websites.

III. Developing a product strategy

A.Microsoft is one of the largest software companies on the planet. They are known to have revolutionized how computing is done today. The company was founded by Bill Gates and Paul Allen in 1975 . Their world-known products include Office, Windows, XBOX console, and surface portable computers.

B. XBOX range includes the original XBOX console, XBOX 360 console, XBOX ONE S/X, and the like. In other words, Microsoft has managed to bring out a product line for customers having varying spending capacity. XBOX is known to be equipped with industry-leading hardware like microprocessors and state of the art software platform which is home to some of the most exclusive game titles.

C. The salesperson should be a tech-savvy person with apt technology-related knowledge so that he does not look dumb while attempting to sell Microsoft's console. Salespersons should be well versed in the details pertaining to the XBOX. This information may include RAM capacity, storage capacity, price, discounts and the like.

D.Check attachments

E. Indeed, XBOX is an industry-leading example of how a product should be in terms of market presence, loyalty amongst gamers and patronage with the tech community. Its maturity reflects in its state of the art technology and comparative aspects with similar consoles such as the WII and PlayStation.

F. The resources account for millions of dollars when it comes to developing a market-leading gaming console like the Microsoft XBOX. Value-added product strategy is pertinent to be adopted by the marketer in order to recover costs and efforts incurred on R&D, post developments and marketing of the product.

Creating a demand rational in the market implies first creating a need for the market through effective marketing and selling it at premiums ( price skimming strategy ).

IV. Developing a Customer Strategy

A. The typical buying motives of the customers is entertainment and gaming-centric. A gaming console serves as a gaming device as well as a media content streaming device. These days consoles are nothing less than mainstream computers with specs sheets matching with the most advanced personal computers in the market.

B. Identified prospect is the customer: A person steps out in the market looking to invest in a gaming device that would not turn obsolete in the near future, say, a five year period. Gaming console manufacturers identify these needs and develop their respective product mix to entertain such needs of the customers in the market. Entities such as Sony, Nintendo, and Microsoft join to flood the market with their respective offerings such as Wii, PlayStation, and the XBOX.

C. No criterion can be laid down in order to identify particular prospects in the market. A tech giant like Microsoft should conduct an effective market with the prospects and the spectators alike and communicate with the general public through media sessions, advertisements, direct mail advertising, and the like.

V.Developing a Presentation Strategy

A.Preparing for the sales presentation.

1.List presentation objectives.

2.Describe a typical sales cycle (how many calls).

3.Describe team versus one person, and group versus individual presentation strategies.

4.Describe ways to achieve a good social contact.

5.Describe methods to achieve good business contact.

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.make summary of an appropriate need-satisfaction presentation strategy (informative, persuasive, or reminder).

C.Creating the sales presentation

1.List features/benefits you will discuss and demonstrate.

2.List selling tools you will use.

D.Negotiating sales resistance

1.Anticipated sales resistance.

2.How will you overcome sales resistance?

E.Closing the sale

1.Consider closing clues to be alert to.

2.List closing methods you plan to use.

F.Servicing the sale

1.List additional items you will suggest to the customer.

2.How will you assist the customer with delivery and/or installation; with warranty and/or service contract; and in securing credit arrangements?

3.What type of postsale courtesy contacts will you make?