Selling Today Partnering To Create Value 13th Global Edition Gerald L. Manning, Michael Ahearne, Barry L. Reece - Solutions

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3. Value-added selling is defined as a series of creative improvements in the sales process that enhance the customer’s experience. Describe the various ways that Marcus Smith can create value for his customers.
2. What prescriptions of the relationship strategy (see the Strategic/Consultative Selling Model) have been adopted by Marcus Smith? Describe why a relationship strategy is especially important in personal selling.
1. Does it appear that Smith has adopted the three prescriptions of a personal selling philosophy? (See the Strategic/Consultative Selling Model.) Explain.
10. Explain why the ethical conduct of salespeople has become so important today.
9. Briefly describe why some organizations are developing strategic selling alliances.
4. What is consultative selling? Give examples.
5 Explain how value-added selling strategies enhance personal selling?
4 Describe the evolution of partnering and the nature of a strategic selling alliance
3 Define strategic selling and name the four broad strategic areas in the Strategic/Consultative Selling Model
2 Describe the evolution of consultative selling from the marketing era to the present
1 Discuss the evolution of personal selling models as an extension of the marketing concept
5. What skills are particularly important for Alex’s sales job? Which of the four major sources of sales training outlined in this chapter would you recommend for acquiring those skills?
4. Discuss different ways in which Alex can actively generate good customer referrals.
3. Describe how Alex uses personal selling skills in utilizing existing knowledge and gathering new information from the customer in order to advance the sales process.
2. Put yourself in the position of Alex Homer. What might be the most rewarding and the most adverse aspects of his sales job?
1. Does it appear that Tom James and Alex Homer have a personal selling philosophy like that described in this chapter? Provide examples that support each of the three prescriptions.
3. Shelly Jones, a vice president and partner in the Chicago office of the consulting firm Korn/Ferry International, has looked into the future and he sees some new challenges for salespeople. He recently shared the following predictions with Selling Power magazine:a. Salespeople will spend more
3. Interview one of the people you have listed, asking the following questions concerning their duties and responsibilities:a. What is your immediate supervisor’s title?b. What would be a general description of your position?c. What specific duties and responsibilities do you have?d. What is the
2. For each of the following job classifications, list the name of at least one person you know in that field:a. Full-time person who sells a serviceb. Full-time inside wholesale salespersonc. Full-time manufacturer’s salespersond. Full-time retail salesperson
10. List and briefly describe the four major sources of sales training?
4. What future is there in selling for women?
2. According to the Strategic/Consultative Selling Model (see Figure 1.1), what are the three prescriptions for developing a successful personal selling philosophy?
6 Identify the four major sources of sales training?
5 Explain how personal selling skills have become one of the master skills needed for success in the information age and how personal selling skills contribute to the work performed by knowledge workers
4 Discuss the different employment settings in selling today
3 Discuss the rewarding aspects of a career in selling today
2 Describe the emergence of relationship selling in the age of information
1 Define personal selling and describe the three prescriptions of a personal selling philosophy
Mymktlab Only – comprehensive writing assignment for this chapter.
Research indicates that customers rank “understanding of our business” as an important criterion used to evaluate salespeople. Why is this criterion ranked so high?
Assume you are a sales manager preparing to develop and implement a customer feedback system. How might you gain support for this system from your salespeople?What data collection method would you use?
Should sales force compensation be linked to customer feedback? What are the advantages and disadvantages of this approach?
Should the customer be given a major voice in determining how salespeople are performing?Explain.
The Internet lists many sources of training in the field of sales management. Using your search engine, type: “sales management” + training. How many queries did you find?Examine one or more of the training programs and list the topics that are covered.Compare this list of topics with the
Schedule an appointment with two sales managers. Interview each of them, using the following questions as a guide:a. What are your functions as a sales manager?b. How do the functions of a sales manager differ from those of a salesperson?c. What criteria do you use in selecting salespeople?d. What
Carefully analyze the following types of selling positions:a. A territory selling position for a national manufacturer that requires the salesperson to provide customer service to a large number of accounts plus open up several new accounts each monthb. A retail sales position in the cosmetics
Assume that you are a manager of a wholesale electrical supply business. Sales have increased to a level where you need to hire another salesperson. What sources can you use in recruiting a good professional salesperson? What criteria can you use in selecting the person you hire?
List the sales objectives that may be achieved by developing compensation plans.
Describe two effective sales force motivation practices, which are normally used in combination to improve sales productivity.
What should sales managers look for in selecting new salespeople? Describe at least three important qualities.
List the three dimensions of an online training program.
What is a job description? Explain the importance of job descriptions in selecting salespeople.
Explain the meaning of character test and state how it benefits a salesperson.
What are the two main leadership qualities displayed by most successful sales managers?Define and explain each of these qualities.
Are all sales managers’ duties the same? Explain.
What is the difference between leadership and management?
Mymktlab Only – comprehensive writing assignment for this chapter.
How can a salesperson use a time log to improve time management?
Do you agree or disagree that the people you associate with can influence your motivation?
How might a commitment to excellence improve the processes of territory management and records management?
How might goal setting be used in conjunction with time management?
Reflect on your own approach to accomplishing tasks and select two of Melara’s elements you would find easy to adopt. Then select two elements that you would find difficult to adopt. Explain your choices.
Which of these elements can make the most important contribution to a career in personal selling? Explain.
Time management is an important part of a successful salesperson’s job. Using your search engine, search the Internet for information on time management. Type: “time management”+ selling. Examine the training products and services available on this topic.
Interview someone you know who uses a planning calendar. What kind is it—computer based, pocket, desk, or some other type? How long has the person been using it? How important is the calendar to daily, weekly, monthly, and yearly planning? Has the person ever considered discontinuing its use?
Deciding on a goal can be the most crucial decision of your life. It is more damaging not to have a goal than it is not to reach a goal. It is generally agreed that the major cause of failure is the lack of a well-defined direction. A successful life results not from chance but from a succession of
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
Table 16.2 (on page 377) describes six “five-minute stress busters” to reduce stress. Which of these do you think are most important for persons employed in the sales field? Explain.
What measures can help a salesperson in maintaining work and family balance?
What are the benefits of maintaining sales records?
What is a sales call plan? Explain how it is used.
What is sales territory and what is the basis of identifying it?
List four techniques the salesperson should use to make better use of valuable selling time.
Identify different types of goal setting based on the factor of time.
Opportunity management has been described as a four-dimensional process. Describe each dimension.
Describe how a salesperson is much like the individual who owns and operates a business.
Mymktlab Only – comprehensive writing assignment for this chapter.
Explain how full-line selling fits into the definition of customer service.Howdoes full-line selling differ from cross-selling?
Do you see any expansion selling opportunities with Murray D’Zines and Picadilly Studios?Which expansion selling methods should you consider?
Might other customers or prospects be affected by your service activities? How would this influence your activities? Could customer service be your competitive edge?
Does the fact that these customers initiated their orders (they were not sold the products, they bought them) influence your follow-up strategy?
What will be your follow-up strategy for each of these customers?
With whom should you speak, within NewNet, before following through and contacting Karen Murray and Judith Albright? What would you need to discover?
Assume that a large order sent to one of your best customers arrived very late. The products were not available for a major weekend sale. How might you partner with this unhappy customer?
What types of follow-through activities and follow-up calls should Body Glove sales representatives be prepared to initiate?
How might a Body Glove salesperson add value with full-line selling? Cross-selling?
The company officers have made a decision to develop partnerships with a group of distributors. These distributors will employ salespeople to call on retailers who sell Body Glove products. What steps can Body Glove take to ensure that retailers and retail customers receive excellent service?
Using your search engine, examine 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
You have just interviewed for a job that you really would like to have. You have heard it is a good idea to follow up an interview with a thank-you note or letter and an indication of your enthusiasm for the position. Select the strategy you will use for your follow-up, and explain why you chose it.
You work as a wholesale salesperson for a plumbing supply company. One of your customers, a contractor, has an open line of credit with your company for $10,000 worthof products. He is currently at his limit; however, he is not overdue. He has just received word that he has been awarded a $40,000
Describe the steps for partnering with an unhappy customer.
What types of customer service problems might be prevented with the use of a call report?
Differentiate between cross-selling and upselling.
This chapter describes the value of the lifetime customer. Is it realistic to believe that people will become lifetime customers in our very competitive marketplace?
How does credit become a part of servicing the sale?
Adding value with follow-through can involve several postsale services. List five possible services.
How can computer-based systems help enhance customer service?
Define customer service. List the three major activities associated with this phase of personal selling.
You are currently a sales manager employed by a company that sells long-term care insurance. Tomorrow you will meet with five new sales trainees. Your major goal is to explain why it is important to service the sale. What important points will you cover?
Mymktlab Only – comprehensive writing assignment for this chapter.
Explain how the multiple options close might be used in the sale of men’s and women’s suits.
Refer to Chapter 14’s section titled “Adapting to the Customer’s Communication Style.”With this information, describe your closing strategy with each of the contacts for:A. Quality Builders, B. Computerized Labs, and C. Lakeside Clinic.
Should you anticipate a closing problem with Lakeside Clinic’s manager, Dr. Jeff Gray’s lack of knowledge about networks? What kind of close should you prepare to overcome this problem, if it occurs?
What kind of close seems appropriate to get an order from Computerized Labs? What is the closing date, likelihood, and forecasted sales for this account?
What kind of special concession might be necessary to close the sale with Quality Builders?What is the closing date, likelihood of closing, and forecasted sales for this account?
Using the following report format, prepare a metrics report showing what your potential commission income would be for each of Lee Bizon’s accounts with a 10 percent commission if you closed them as Lee forecasted. Be sure to figure in the likelihood percentage that was in the forecasted
Assume that a large corporation wants to schedule a recognition party for 40 people.This event will begin with cocktails and appetizers and end with a served meal.Special entertainment will precede the meal. What items might be included in a summary-of-benefits close?
Can you visualize a situation in which Gretchen Parr-Silver might use a multiple options close? Explain.
What tough points should be negotiated before attempting to close?
What trial closes would be appropriate?

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Selling Today Partnering To Create Value 13th Global Edition Gerald L. Manning, Michael Ahearne, Barry L. Reece - Solutions

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