Assume the role of a computer salesperson for the Can Do Computer Company selling to a small company wanting to equip their field sales force of five salespeople with laptop computers. Assume the laptops you are selling have the following four features: (1) lightweight; (2) preloaded e-mail, contact management, and account profile software; (3) durable; and (4) full video and graphics capabilities. For each of these features, develop a list of potential benefits. How would you determine which features and benefits would be most important to this particular customer? How would you determine if a benefit could be classified as a confirmed benefit? Describe what sales tools and aids you might use to enhance your presentation.

Assume the role of a computer salesperson for the Can Do Computer Company selling to a small company wanting to equip their field sales force of five salespeople with laptop computers. Assume the laptops you are selling have the following four features: (1) lightweight; (2) preloaded e-mail, contact management, and account profile software; (3) durable; and (4) full video and graphics capabilities. For each of these features, develop a list of potential benefits. How would you determine which features and benefits would be most important to this particular customer? How would you determine if a benefit could be classified as a confirmed benefit? Describe what sales tools and aids you might use to enhance your presentation.

Marketing

20th Edition

ISBN:9780357033791

Author:Pride, William M

Publisher:Pride, William M

Chapter18: Personal Selling And Sales Promotion

Section: Chapter Questions

Problem 12DRQ

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