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selling today partnering
Selling Today Partnering to Create Value 14th edition Gerald L. Manning, Michael Ahearne, Barry L. Reece - Solutions
Describe the four group influences that affect buyer behavior.
Explain how Maslow’s hierarchy of needs affects buyer behavior.
According to the buyer resolution theory, a purchase is made only after the prospect has made five buying decisions. What are they?
List and describe three value creation selling approaches that appeal to various types of customers.
Describe the five major stages in the typical buying process
List and describe the three most common types of organizational buying situations.
According to the Strategic/Consultative Selling Model, what are the three prescriptions for the development of a successful customer strategy?
Review the GEAR for Sports statement of values and then identify the two items that you believe contribute the most to a salesperson’s career success.
To learn more about industry-based, global, sales-training programs, access www.wilsonlearning.com. Click on the “Sales Effectiveness” link and examine the content of the various sales courses offered throughout the world by this company. From this review, describe the similarities between what
Is it true that selling products with a low-price strategy largely ignores customer satisfaction? Discuss.
What is the relationship between value-added selling strategies and the cluster of product-selling satisfactions?
Describe the difference between a generic product and a value-added product.
What are the four possible products that make up the value-added product-selling concept?
What are some of the common ways salespeople add value to the products they sell?
Read the Selling in Action feature titled “How Do Customers Judge Service Quality?” on page 134. How might this information help a salesperson that wants to adopt the value-added selling strategy?
Briefly describe the influence of electronic commerce on pricing. What types of products are likely to be sold on the Internet?
Why have salespeople assumed an important role in positioning products?
Explain what is meant by positioning as a product-selling strategy. What is a value proposition?
According to Ted Levitt, what is the definition of a product? What satisfactions do customers want?
Why has product differentiation become so important in sales and marketing?
What are the most common sources of product information?
List and briefly describe the five parts included in most written sales proposals.
Explain what the customer’s expectations are concerning the salesperson’s attitude toward competition.
Basic beliefs underlie the salesperson’s method of handling competition. What are four guidelines a salesperson should follow in developing basic beliefs in this area?
Define the term organizational culture. How might this company information enhance a sales presentation?
What is “product configuration”? Provide an example of how this practice is used in the sale of commercial stereo equipment.
Distinguish between product features and buyer benefits.
Provide a brief description of the term product strategy.
Explain the statement, “Your greatest strength can become your greatest weakness.”1. Emotive2. Director3. Reflective4. Supportive
Define style flexing. How can style flexing improve sales productivity?
What is the reaction of most people who study communication styles for the first time? Why does this reaction surface?
What are the four communication styles? Develop a brief description of each of the styles.
Describe the person who tends to be high in sociability.
What two dimensions of human behavior are used to identify communication style?
What are the benefits to the salesperson that understands communication style?
Describe the five major principles that support communication style theory.
What is the meaning of the term communication style?
List and describe each step in the four-step self-improvement plan.
Describe the meaning of nonverbal messages. Why should salespeople be concerned about these messages?
Identify three conversational methods that can be used to establish relationships.
Describe the four key words that should govern our decision regarding an appropriate set of guidelines to “dress for success” in today’s sales environments.
Describe the win-win approach to selling.
Why is partnering described as the highest-quality selling relationship? Why has the building of partnerships become more important today?
List the four groups of people with whom sales personnel must be able to work effectively.
How important are establishing, building, and maintaining relationships in the selling process?
List and describe three guidelines used as a foundation of a self-imposed code of business ethics
A company policy on ethics should cover several major areas. What are they?
Explain why the sales manager plays such an important role in influencing the ethical behavior of salespeople.
Why must a salesperson’s ethical sense extend beyond the legal definition of what is right and wrong?
What is the Uniform Commercial Code? Why is it needed?
What major factors help influence salespeople’s ethical conduct?
How does business slander differ from business libel?
List the three prescriptions that serve as the foundation for development of a relationship strategy.
Sharon Alvarez has been teaching college biology courses. She is offered a position selling pharmaceutical products. This position requires that she call on doctors and pharmacists to explain her product line. Describe the similarities and the differences between personal selling and teaching.
A friend of yours has invented a unique and useful new product. This friend, an engineer by profession, understands little about marketing and selling this new product. She does understand, however, that “nothing happens until somebody sells the product.” She has asked you to describe the
Assume that you are an experienced professional salesperson. A professor who teaches at a nearby university has asked you to speak to a consumer economics class about the benefits of personal selling to customers. Make an outline of what to say.
Explain why the ethical conduct of salespeople has become so important today.
Provide a brief description of value-added selling. What economic forces have motivated companies to adopt value-added selling?
Briefly describe the evolution of partnering. Discuss the forces that contributed to this approach to selling.
List and briefly explain the four broad strategic areas that make up the selling process.
Diagram and label the four-step Consultative Sales Presentation Guide.
What is consultative selling? Give examples.
Describe the importance of personal selling as a part of the marketing concept.
Describe how new models of selling emerged in response to the marketing concept.
Why is peddling or “pushing products” inconsistent with the marketing concept?
Examine a magazine or newspaper 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 effort? What types of salespeople (service, manufacturing, wholesale, or retail) are
List and briefly describe the four major sources of sales training.
Develop a list of eight selling-career opportunities in the service field.
List three titles commonly used to describe manufacturing salespeople. Describe the duties of each.
Explain why high-performance value-added salespeople earn much more than high-performance transactional salespeople.
Some salespeople have an opportunity to earn certification in a sales or sales-related area. How can a salesperson benefit from certification?
What future for women is there in selling?
List and describe the four employment settings for people who are considering a selling career.
According to the Strategic/Consultative Selling Model, what are the three prescriptions for developing a successful personal-selling philosophy?
Explain how personal selling can help solve the problem of information overload.
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