Welcome to the discussion of week 2.

1. We will discuss the following points: Keep in mind that you are a seller of hospital disposable material, you do not know much about the prospect, but if you know that they buy from your competitor.

Question: Evaluate the following approach to getting an appointment: Mr. Peters, in fact I will be in your area next Thursday morning. Would it be okay if I stopped for a few minutes, say, between 8:30 and 11:00 in the morning?

2. Evaluate the situation posed and justifying your response with the theoretical material of the week answer: John has recently entered to work as a sales representative of Digital Marketing Solutions, the company offers digital marketing solutions (design and maintenance of Internet site and virtual store, production of promotional social marketing campaigns and social media management services). Because since he joined the company, he has not been able to reach the stipulated sales quota, his sales manager after analyzing his performance and strategies observed that Juan made standardized and memorized sales presentations.

Question: Do you think that the type of sales presentation can influence the success of a sale? What suggestion would you offer John to improve his development and why?