Selling Today Partnering To Create Value 7th Canadian Edition Gerald L. Manning - Solutions

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Despite the current advances in digital communications platforms, the telephone is still one of the most impactful ways to establish contact with an organization or prospect.What are the advantages and disadvantages of telesales, and what practices are advisable when contacting a prospect by
A business card continues to be an invaluable tool for salespeople. What elements are most important when designing and using business cards?
Describe three predominant customer-oriented approaches for capturing the prospect’s attention and arousing interest.
You work for a hotel gym equipment and fitness solutions company. You have been tasked with developing a presentation strategy and a presentation plan for approaching senior directors at a global hotel chain that is planning to update its gym and leisure facilities. Outline what you propose to
You have managed to get an appointment with a large retail mall’s general manager and are hoping to gain a significant contract to install digital advertising displays and information displays throughout the mall. Now that you have gained this time with the manager and the mall’s major
Learned optimism has been identified by psychologist Martin Seligman as a prerequisite for being successful personally and professionally. Access the Positive Psychology home page (https://positivepsychology.com), watch the video on learned optimism, and read the content on five learned optimism
Casey Arnold, your sales manager at NewNet Systems, has notified Lee Bizon’s former accounts by letter that you will be calling on them soon. She wants to meet with you tomorrow to discuss your preapproach to your new accounts.Questions 1 As a part of your preapproach preparation for your
Outline the benefits of a consultative sales process.
Describe the four-part need–satisfaction model.
In terms of personal selling skills, what types of questioning strategy do high performers use?
Explain the role of survey questions, and describe the two types.
List the key differences between open, closed, probing, and confirmation questions that are used when attempting to understand or clarify a customer’s problem.
Describe the process of active listening and three practices that may be used to develop active-listening skills.
Describe the three main recommendation strategies available to salespeople.
Outline the differences between a transactional and a consultative relationship.
Describe the transitioning processes in selling through to the presentation stage.
Casey Arnold, your sales manager at NewNet Systems, wants to meet with you this afternoon to discuss the status of your accounts. It is common for accounts to have several contacts with NewNet before ordering a network system. These multi-call contacts, or sales cycle phases, usually include
List the elements that a salesperson can use in planning and developing an informative presentation.
Compare and contrast a planned consultative presentation and a canned presentation.
Describe the role of proof devices in enhancing the presentation.
Why, in your opinion, is creativity important in presentation planning?
One of the main guidelines in developing a persuasive presentation strategy is to build relationship. Explain why there is a special emphasis on relationships in persuasive sales presentations and in selling.
Describe the guidelines for developing an effective group sales presentation.
More and more salespeople are using digitally enhanced presentations as part of their persuasive communications tools. What guidelines should be followed when using these tools?
Describe the types of paper-based tools a salesperson might use to supplement information for the prospect.
Web-based presentations have become an efficient and effective way of meeting and presenting to prospects. Describe the process and explain its advantages.
Your college has picked you for their team of student ambassadors that will plan and make on-campus presentations to prospective incoming students. You are aware that some of their family members will accompany them on the day. You and your fellow student ambassadors are liaising with some of the
You work in digital content creation and social media communications for a wide variety of SME-type businesses and want to develop a format for showcasing all of your work to date. Considering the wide variety of tools you could use, how would you curate the projects and content you have developed
You work as a salesperson for a 3D printing company that designs and manufactures 3D solutions for engineering, pharmaceuticals, national museums, film production companies, and many others. Your company has the expertise and capacity to add value to every stage of 3D projects, from 3D modelling
Your NewNet Systems sales manager, Casey Arnold, has asked you to meet with her to discuss demonstrations. As you prepare to make your demonstrations, she would like you to review the likelihood of closing each sale. Lee recorded this in percentage form. She also wants you to review the notes
Describe the key principles of formal negotiations as part of a win-win strategy.
List and briefly describe the “golden rules” for success in formal negotiations.
It might be counter-intuitive, but knowing when to walk away is sometimes the best course of action. When is it a salesperson’s best course of action?
Prospects often have concerns about a product or service. If the product or service is not well established or is new to the market, how should a salesperson addrss these concerns and perceived risks?
When dealing with a loyalty issue, it is usually better to avoid direct criticism of the competing firm. Outline four positive ways to overcome loyalty issues with prospects.
What are the two most important points to keep in mind when dealing with price resistance?
Explain the concept of direct denial. How should a salesperson deal with this type of buyer concern and resistance?
As this chapter notes, “A sales proposal is sometimes like an iceberg. The customer sees the tip of the iceberg (price) but does not see the value-added features below the surface.”List the value-added components to the product or service that reflect and reinforce the prospects’ perceptions
Describe the tactics that a salesperson may use to deal with price concerns of a prospect.
How do you convey this information to the other departments within your company to prepare for this meeting? Will you invite your boss to the meeting? Why?You work for the sales department of an apparel manufacturing company. Company XYZ, with which you have met during a recent trade fair, is going
Using a negotiations worksheet, plan your responses to the following statements made by the purchasing manager: (a) We are concerned that you will not be able to meet our quality requirements; (b) Your price is too high; (c) Either take this trial order or we will look for another vendor. Decide at
Casey Arnold has asked you to review Lee Bizon’s former accounts. Casey wants to review the likelihood of close and forecast the sales volume that can be expected. She wants you to research the notes for each account that Lee Bizon entered and look for accounts with which you might anticipate
What is the best attitude toward closing a sale?
For complex buying situations, longer selling cycles and incremental commitments may be the best strategies to adopt. Explain why.
Explain how to recognize closing clues.
Given the complex nature of the selling process, it is often useful to employ a combination of several closing methods. Describe some of the key methods in closing a sale.
Outline the steps for a salesperson to follow when using the multiple options close.
What is a balance sheet close, and what type of prospect might it appeal to?
What are the different customer communication styles that a salesperson needs to be aware of? Why?
What can a salesperson do when a prospect says no, and they lose a sale or cannot close a sale?
Identify the most effective ways a salesperson might prepare the prospect for contact with the competition.
You work in a telecommunications organization and have been in negotiation with a government agency on the possibility of a supply contract for your products and services, which may include siting, installation, and supported services. It is a potentially lucrative and long-term contract.Research
You work as a design consultant salesperson for a company that supplies affordable designer furniture to the restaurant and hospitality sector. Your customers have different styles of restaurants and, therefore, you offer a diverse range of furniture and soft furnishings for a variety of interior
From a series of verbal and nonverbal clues, you recognize that your sales presentation has gone really well. You know you can utilize a number of confident closing techniques to close the sale. Outline and describe the series of techniques or combination of techniques that you can use.
Starburst is a company focused on solving the pains of data access. It provides a modern solution that addresses data silo and speed of access problems. Starburst product allows customers to analyze data no matter where it lies.Maria Candurin, Sales Development Representative, enjoys working with
You are interested in discovering what your commissions may be for the next few months, just from Lee Bizon’s former accounts. To do this, you review the information on each contact. You can estimate each month’s likely sales by multiplying the Dollar Amount field number times the Likelihood
Identify the benefits of good customer service and customer retention.
List the ways by which repeat sales can be accomplished. Conversely, list the reasons for customer attrition.
How would salespeople respond most effectively to increased post-sale expectations?
What services might a salesperson consider providing in an effort to strengthen their existing partnership with customers?
What are the reasons for a follow-up with customers, and why do they add value?
Describe the ways a salesperson is able to add value through customer follow-up.
Describe the three forms of expansion selling.
Define cross-selling and explain why it is gaining popularity among buyers and sellers alike.
Explain why it pays to develop a good relationship with your company’s employees as well as your prospect’s employees, both of whom can influence initial and repeat sales.
Your company sells digital advertising displays in shopping centers. Shopping center and mall advertising is especially helpful for the shops at these venues as the digital panels direct shoppers to their locations and/or advertise their products. The panels can feature full-motion videos, which
Research computer-based systems on the review site www.G2.com and find out which sectors they are used in, what market segments they target, and their advantages.
Using a search engine, search the Internet for information on customer satisfaction.Type: “customer satisfaction” + “selling.” Are you surprised by the number of queries on this subject? Examine some of the queries related to what customers have said about a specific company’s customer
The luxury car market is fierce. Sewell Auto, among the largest car dealerships in Texas, sells luxury marquees such as Audi and Lexus and mass brands such as GMC. Sewell has 13 stores selling 14 franchises that are located in 6 cities. Sewell sells to over 36,000 customers annually, supported by
You have taken over a number of accounts of another salesperson, Lee Bizon. Most of these accounts are prospects, which means that they have not yet purchased from NewNet. Two accounts did purchase networks from Lee: Ms. Karen Murray, of Murray D’Zines, and Ms. Judith Albright, owner of
Describe the key traits of a successful salesperson.
Explain the process of territory management.
What are the two major ways in which a salesperson can increase sales volume?
List all the possible means of communication that might replace travel and person-toperson sales calls.
What are the various ways salespersons classify their customers or divide their territory?
Outline appropriate guidelines for the development of an effective and efficient sales routing and scheduling plan.
List the principles of good record keeping.
Outline the benefits of good record management.
Describe effective stress management practices.
Reflect on and write down your key priorities for the semester and especially for the next month (you may use a planning app for this task).i. Keep a diary or time log for a week and record how you spend your time each day.ii. Note how much time you spend on every activity.iii. Examine all the
Carry out some research online to investigate the main types of devices and software tools or platforms that may be useful to salespeople in territory management and record keeping.Select one which you think is a good tool and explain why you consider it as useful.
Sales roles can be very demanding, highly competitive, and stressful. Consider the steps to a healthy lifestyle as advocated by Dr. Beth Frates, MD, on her website (www.bethfratesmd.com). Based on your review of her advice, set up a personal health plan listing your priorities.
Consider one new healthy habit you would like to incorporate into your daily routine.Research how you would set yourself up for success by implementing and maintaining the new habit.
Julio Melara, introduced at the beginning of this chapter, has achieved success in several different sales and marketing positions in the fields of radio broadcasting and publishing. Today, he is president and co-owner of the Greater Baton Rouge Business Report and is one of America’s top
Describe how leadership skills can be applied to a sales manager.
Describe the concept of sales management and the role of the sales manager.
Describe the dimension of consideration as a leadership style. What are the typical behaviors of a sales manager who exemplifies this style?
Describe the nature and purpose of coaching salespeople.
List some of the key questions one needs to pose to ascertain the appropriate characteristics, qualities, and roles when developing a job description for a salesperson.
Describe the three key dimensions of a training program.
Can salespeople be motivated internally as well as by external rewards?
Describe the various types of compensation plans and how to choose the most appropriate one.
List and describe the criteria for evaluating sales performance.
A leading automotive retailer that has been in business for 50 years is recruiting a manager to oversee the sales department. The sales manager’s role is to contribute to the success of the company by achieving sales goals and objectives relevant to the group’s strategic plan.A strategic
You see an urgent advertisement for a sales manager at a leading city center hotel. The requirements include the following:i. Have 3+ years’ experience in a B2B sales capacity, ideally within hospitality.ii. Implement the sales strategy across two hotel properties.iii. Face-to-face interaction
You see an advertisement by a leading retailing organization for a sales manager whose primary role is to support and lead a department and a team of people to deliver the best store experience for customers. You note that one of the main responsibilities is to lead and coach a team to deliver the
Review positions in sales from online recruitment platforms featuring advertisements for sales managers. Consider the following elements:i. The description of the role.ii. The level of education, experience, and competencies required.iii. The type of intrinsic and extrinsic motivating factors
One of the more interesting developments in sales force management is the use of customer feedback to improve the performance of salespeople. These programs go by a variety of names such as “360-degree feedback,” “customer-conscious compensation,” and “customer satisfaction rewards.”
The key to successful time management lies in thinking and planning ahead. You must become conscious of yourself and decide what you want from your time.You can manage your time only when you have a clear picture of what is going on within and around you. To assess the quality of your working time,
Paula Shannon, introduced at the beginning of this chapter, spends part of most weeks away from her Montreal home-based office, managing a global team of 70 sales professionals for Boston-based Lionbridge Technologies, Inc. Some indicators of her success: 1) Under her direction, Lionbridge placed

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Selling Today Partnering To Create Value 7th Canadian Edition Gerald L. Manning - Solutions

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