Questions and Answers of Selling Today Partnering

You are a Generation Y customer who is receptive to high-tech communications technology and to having access to, and responding to, significant amounts of information. You are passing on the old
Ashley Pineda, featured at the beginning of this chapter, is a new home sales representative for the PulteGroup (see website at www.pultegroupinc.com). The company engages in homebuilding and
What does prospecting mean, and what is its goal? What type of software might be helpful with this process? Explain its function.
Explain the term referrals, and outline the three different types.
Describe the efficacy of various types of digital or technological tools that could be used for prospecting.
Top-performing salespeople recognize that networking can take place using four different approaches. Describe each approach, providing examples within each setting.
In complex buying decision processes, what sales function is the qualifying process linked to?
List the types of sales data you would expect to find in a sales force automation (SFA)system or customer relationship management (CRM) system. Why is it useful?
Describe a typical portfolio model and its function.
List and describe each of the steps in the sales process model.
Describe a balanced funnel, how it works, and why it is necessary.
You have recently been appointed the sales manager for a particular region, and the main remit of your role is key account development to gain new prospects, improve the effectiveness of existing
You have established an SME that develops kefir and probiotic yogurt products. You and your fellow directors wish to identify key prospects and develop a key account management system. Select
Consider the importance of developing and utilizing networking skills for the progression of your career and professional development plan. What is networking, and how would you use some of the
Web Summit is a company in Dublin, Ireland, that holds events across the world, including Web Summit in Lisbon, Web Summit Rio, Collision in Toronto, and RISE in Hong Kong. Since 2009, Web Summit has
Use the Internet to search for and watch demos of the CRM software listed below.Identify their main products and resources for helping companies manage their relationships and grow their
Casey Arnold has hired you as a regional account manager to sell for NewNet beginning December 1. Casey has given you the customer files of Lee Bizon, the former account manager who has just been
Describe the three main elements that comprise an effective presentation strategy. What principles should one consider adopting when developing a personal selling philosophy based on the
There are two parts to the presentation process—preapproach and approach. Distinguish between the two parts, and describe what occurs during each phase.
In today’s ever-changing business environment, team selling has been identified as an effective sales strategy. Explain why a team sales presentation will require a more detailed precall plan than
Part of the preapproach planning phase entails a review of how the relationship, product, customer, and presentation strategies can enhance the sales presentation. Explain these strategies and why
Planning and developing a “customized” presale presentation plan takes a great deal of time and energy. Why is planning so important? Describe the three main activities (in sequence) in the
Without an effective and impactful sales approach, there is little opportunity for a sale.What does the “approach” mean, and what are the various methods of communication?
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
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
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
Learned optimism has been identified by psychologist Martin Seligman as a prerequisite for being successful personally and professionally. Access the Positive Psychology home page
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
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
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
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
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
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
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
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
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
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)
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
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,
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
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.
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
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
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
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?
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
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
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.

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