You are a salesperson representing several regional distributors of office equipment, and you’re especially proud of your cutting edge, “cool” products that resonate with Millenials, such as standing desks and open workspace architecture. You’re also pretty sure your company cultures have a lot in common. You have a sales appointment with Tobie Tee, a buyer from Company Z. When you finally meet Tobie, he turns out to be an older buyer who doesn’t seem like he would be working for a tech company with a “start-up” culture. You’re not sure what their buying process is or exactly what their needs are. You’re also not sure of Tobie’s interests or style. What approaches can I use in my sales call and why? What questions could I ask tobie? How would I go about building a positive relationship with him, uncovering his needs, and understanding his buying process

You are a salesperson representing several regional distributors of office equipment, and you’re especially proud of your cutting edge, “cool” products that resonate with Millenials, such as standing desks and open workspace architecture. You’re also pretty sure your company cultures have a lot in common. You have a sales appointment with Tobie Tee, a buyer from Company Z. When you finally meet Tobie, he turns out to be an older buyer who doesn’t seem like he would be working for a tech company with a “start-up” culture. You’re not sure what their buying process is or exactly what their needs are. You’re also not sure of Tobie’s interests or style. What approaches can I use in my sales call and why? What questions could I ask tobie? How would I go about building a positive relationship with him, uncovering his needs, and understanding his buying process

Foundations of Business (MindTap Course List)

6th Edition

ISBN:9781337386920

Author:William M. Pride, Robert J. Hughes, Jack R. Kapoor

Publisher:William M. Pride, Robert J. Hughes, Jack R. Kapoor

Chapter4: Choosing A Form Of Business Ownership

Section: Chapter Questions

Problem 6DQ

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