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- Salespeople are often viewed with disdain by the general public. Do salespeople deserve the image or negative stereotype? Why or why not? What has this chapter taught that could change those perceptions? Answer must be least a paragraph long
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- Discuss why understanding consumer buyer behavior is important for a salesperson. Support your argument with an example and actions a sales person need to take.Describe a solution of the problems you think the salespeople may be facing when trying to close a sale with their customers.Describe the main problems you think the salespeople may be facing when trying to close a sale with their customers.
- What core values should every salesperson possess? What is your opinion of the role of learning in sales?Is it ethical for retailers to create a promotion but not have sufficient merchandise for all shoppers who want to buy the items?Imagine that you are a salesperson for one of your favorite products. Identify your product then write the seven steps you will follow in selling your product or product line. Be sure to thoroughly explain and include specific details for each step, such as the characteristics you’re looking for in prospective customers, a list of possible objections you may have to overcome, and the methods and tools you’ll use at each step.
- What is the objective of the sales presentation? Howmight you overcome buyer objections?An area that proves to be challenging for salespeople is that of closing the sale. Salespeople may use either a direct method of asking for the sale or various indirect methods. What is the major difference between the two types?Choose two companies, one a consumer products company and the other an on-line retailer. Conduct some research on these two companies in terms of their promotional practices; Describe some of the types of promotions that these companies have engaged in during the last year -- for example, ran television ads, sponsored an event, held a sweepstakes, etc. To the best of your abilities, determine the objective of each promotion in relation to the AIDA model. Also note if the companies' promotions are integrated or not.
- This activity is important because it emphasizes the steps in the personal selling process and what actually happens in those steps Personal selling is the face-to-face presentation and promotion of goods and services, including the salesperson's search for new prospects and follow- up service after the sale. Effective selling is not simply a matter of persuading others to buy. In fact, it is more accurately described today as helping others satisfy their wants and needs. The best way to understand personal selling is to go through the seven-step selling process. The selling process varies somewhat among different goods and services, but the general idea stays the same. The goal of a salesperson is to help the buyer buy and make sure the buyer is satisfied after the sale. Instructions: Review each step in the selling process and match it with the appropriate activity example Follow Up Preapproach Approach Close the Sale 3 7 Prospect and Qualify Answer Objections Make a PresentationWhat are some advantages and disadvantages of an outcome-based evaluation on individual salespeople?how can a firm create a sense of urgency and excitement around sales promotion without resorting to gimmicks or false advertising?