Questions and Answers of Selling Today Partnering

The From the Field boxed feature describes how Alex Pettes manages his time for self–improvement.Why is it important for salespeople to have a selfimprovement plan?
Communication, or behaviour, styles are the basis for one of the most popular training programs. Worldwide, 47 million people have participated in Wilson and DiSC programs. An understanding of
With the product solution you created for the previous application exercise, prepare a list of product features and the benefit or benefits associated with each feature.If you were a salesperson
What do you understand by personal selling?
What opportunities are there in sales for women and people of color to meet the needs of a diverse marketplace today?
What career opportunities in sales are offered by service companies?
How do high-performance salespeople in hotel, motel, and convention center services build relationships?
Explain the term customer service representatives (CSRs)?
Examine a YouTube ad for a new product or service that you have never seen. Evaluate its chances for receiving wide customer acceptance. Does this product require a large amount of personal-selling
The transition to the post-COVID world poses several challenges for sale organizations.a. Building trust and value in a virtual environment: The new sales landscape requires salespersons to build
There are many information sources on selling careers and career opportunities on the Internet. Two examples include indeed.com and LinkedIn Job Search. Search online for information on selling
Briefly describe the evolution of the personal selling model over the last 50 years.
List some of the ways in which salespeople support the marketing concept.
What trends have prompted firms to make significant investments in personal selling?How have these impacted personal selling, and how has it evolved?
What is transactional selling, and why did it decline in popularity?
Service, retail, manufacturing, and wholesale firms that embrace the marketing concept have adopted or are adopting consultative selling practices. Describe the major features of consultative selling.
Why is strategic planning an important component of a selling strategy? Distinguish between the development of a strategy and the tactics to facilitate the implementation of a selling strategy.
What are the four interdependent strategies that encompass the strategic/consultative selling model?
The primary goal of a relationship strategy is to create rapport, trust, and mutual respect.These principles form the foundation of long-term partnerships. Describe the concept of partnering for
In an increasingly competitive world, especially in terms of sales, ethics and ethical conduct by salespeople is of great importance. How would you explain the principles of ethics to newly recruited
Value creation is the new selling imperative. Consider the salesperson’s role in value creation and explain how and why we need to bear in mind the needs of all stakeholders(and not just customers)
Read the blog post “6 Ways Sales Professionals Can Use Partnerships to Advance Their Careers (and Get Promoted),” by Olivia Ramirez, published on the Crossbeam website(www.crossbeam.com).
Google’s high American Customer Satisfaction Index score has been attributed to its employees’ knowledge of all of its products.38 Identify the key strategies that Google uses to exemplify the
Select a global company within a sector (e.g., tech, pharma, finance) in which you would like to build your future career. Carry out research on the roles listed below. Identify the qualifications
This chapter started with an introduction to Ryan Guillory, owner/agent of an independent insurance agency and branch owner of The Woodlands Financial Group (TWFG). While representing about 75
What are the three major relationship challenges prevalent in information-age selling, and how might these challenges be addressed by salespeople?
Outline a personal code of ethics for salespeople.
From a global economy perspective, what are the ethical issues that need to be considered to account for the possibility of conflicting issues and influences?
What are some of the values that encourage a corporate culture of ethical behavior.
What ethical and legal issues must be considered when recording CRM data?
Outline the three possible choices a salesperson has if they discover a values conflict between themselves and their employer.
Although trust is an essential element of every sale, the meaning of trust changes with the type of sale. What are the three main types of sale, and how does the nature of trust change within the
Comment on the influence of character and integrity in ethical decision making. How might these characteristics be exhibited and exemplified by salespeople?
Mattress Firm (www.mattressfirm.com) is one of the largest and most successful specialty bedding companies in the world. It offers sleep solutions, including conventional and specialty mattresses,as
Prior to visiting San Diego, California, for the interview, you receive a letter from T. J. McKee that explains that you will be reimbursed for all travel and meal expenses. You will stay in a
A large hotel and conference center in Orlando, Florida, has invited you to interview for a sales position. All expenses will be paid. You have no interest in moving to Florida, but you would enjoy
On November 18, a customer requests a price quotation for a conference that will be held on March 22. This customer has scheduled two previous conferences at the Park Shores Convention Center. You
What personal characteristics does a salesperson need in order to develop and enhance a partnering relationship? Why is the concept—and perception—of added value important in nurturing a
Explain the concept of partnering for salespeople and (prospective) buyers. Why are high-quality relationships important?
According to Larry Wilson, author and founder of Wilson Learning Worldwide, developing and nurturing a long-term, mutually beneficial partnership is the key to a partnering strategy. Describe
What role might secondary decision makers hold within a company, and why should salespeople nurture and develop relationships with these stakeholders?
Describe the processes that enhance a relationship strategy.
How important is a good handshake, and what determines a proper handshake?
What is etiquette? Enumerate some of the rules of etiquette that are important for salespeople to practice.
In what ways could you enhance your relationship strategy with prospective and existing customers by effectively using social media?
Shopify, the e-commerce company, considers it imperative that a partnership approach with clients be followed. Read the post “The Power of Partnerships: How to Do Right by Your Clients and Make
Describe an ethical firm that you are aware of. What makes it attractive to you, as a customer?
Your voice is an important tool. Prepare a five-minute speech on a topic you are passionate about. Record yourself delivering it. Replay the recording and critique your voice, tonal quality, pace,
Non-verbal messages include our tone of voice and our body language. Read the article“Body Language: Beyond Words—How to Read Unspoken Signals” at www.mindtools.com and consider the appropriate
What is communication style bias? Why is it important to be aware of this concept?
Describe the two individual differences pertinent to communication style principles.
What traits do dominant people possess? Is there a best place for salespeople on the dominance continuum?
Briefly describe the characteristics of an emotive style.
Explain why it is important to identify your communication style and that of your customer.
Explain why communication style bias might erode partnering relationships. Why is versatility essential?
What is excess zone with regard to communications style? Why might people drift into this zone?
How might a salesperson build a relationship with reflective customers?
Tempting though it might be, why it is important not to label someone too hastily?
In terms of leadership strategy and communication styles, compare and contrast the communication and behavior styles of Jeff Bezos and Elon Musk. Identify the similarities and the differences in
Consider the following business leaders. What type of communication style might you adapt or flex to when interacting with each of them?a. Sheryl Sandberg (LeanIn.org)b. Reed Hastings (Netflix)c.
The Platinum Rule developed by Dr. Tony Alessandra implies that we treat others as they would wish to be treated, and it is at the heart of the style-flexing strategy. Research the Platinum Rule
The CEO of a social media organization is a visionary yet also obsessive about details of day-to-day operational issues. This CEO is frank and serious, dislikes timewasters, and likes to maintain
Ray Perkins has been employed at Grant Real Estate for almost two years. Prior to receiving his real estate license, he was a property manager with a large real estate agency in another
Explain why selling a solution, as opposed to selling a product, adds value for both the seller and the buyer.
Does the buyer or the seller prepare a written proposal, and what are the rules for effective letter writing?
Being a product and industry expert implies that the salesperson has knowledge of the most common product information categories. List the categories of product and industry knowledge a salesperson
List some of the major sources of product, competitor, and industry information.
In what way are customers a source of information about a product, its competitive products, and the industry?
Distinguish between features and benefits. Explain how to add value with a feature–benefit strategy.
Explain why some sales training programs suggest that salespeople incorporate advantage statements into the sales presentation and why care needs to be taken with this strategy.
What are bridge statements? Describe how salespeople use worksheets to identify and develop features, benefits, and bridge statements.
Describe how a salesperson can avoid information overload and explain why this is important.
Look up some companies and brands that use product configurator tools from a B2B perspective and a B2C perspective. Note the inherent advantages of using various types of technology as part of the
You have done research and planned for a very special holiday with your family or friends, and now you need to sell the idea to them. Draw up a worksheet that highlights the features and benefits of
Select a multinational company you would like to work for. Research its mission statement and organizational culture. Identify the values and practices that make it a great place to work. Why do
Autodesk is an American multinational software corporation that makes software products and services for architecture, engineering, construction, and other industries.Today, Bolaji Ayodele, a senior
What role do salespeople play in positioning a product for competitive advantage?
What is implied by the term “good positioning”? How can the salesperson augment an effective positioning strategy?
One of the basic tenets of sales and marketing is the principle of product differentiation.How do companies achieve product differentiation? What is the salesperson’s role in product
Describe the three-dimensional (3-D) product solutions selling model. What are the three features that need to be considered? Give some examples of questions related to each feature.
List the selling strategies used for new and emerging products. Identify the role of the salesperson in supporting these strategies.
Read the Selling in Action feature titled “Pricing Professional Fees—Creating a Value Proposition.” What should a professional person consider when determining appropriate fees for their
Pricing affects the positioning of a product offering. Explain the process of determining the pricing strategy.
Describe the transactional-selling tactics that emphasize low price, and give some examples.
What factors should be considered prior to using low-price tactics?
Explain the value-added product-selling model. List some of the ways salespeople can add value to their product with one or more intangibles.
Comment on the importance of value creation product strategies for transactional, consultative, and strategic alliance buyers.
Select three leading companies in your region: a small, a medium, and a large company.Research their product/service offerings and determine the following:i. In your opinion, what is the positioning
Consider the following rival companies. Why are they all market leaders? Compare their positioning, pricing, and value-added strategies.i. Apple and Samsung ii. PlayStation and Xbox iii. Nike and
Price comparison websites serve as a prime source of information for customers and companies alike. Consider how price comparison websites help buyers and sellers, and draw up a list of comparison
Describe the challenges around the development of a customer strategy.
What is the main difference between consumer buyer behavior and business buyer behavior?What is a buying center?
List some characteristics of organizational buyers or buying centers.
List and describe the three main types of consumer buying situations.
In the consumer buying decision process, one stage involves an evaluation of solutions.Describe the characteristics of this stage, and comment on the salesperson’s role in assisting the consumer
Outline and briefly describe the types of buyers in the three main buying processes.
Successful consultative salespeople focus a great deal of attention on needs awareness, which is the first step on the buying process model. What is the role of salespeople at this stage of the
What are reference groups and what is their role in influencing the buying process?
What are the two main types of buying motives? Explain the role the salesperson plays in recognizing these motives.
You are a salesperson for an Italian coffee machine maker. You have recently become aware that a fast-food franchise has become interested in upgrading its coffee offerings to consumers. This is your

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