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

What closing clues should Gretchen Parr-Silver look for?
Zig Ziglar, Brian Tracy, and Tom Reilly are all well-known authors and speakers on the subject of closing the sale. Access each of their websites—www.zigziglar.com, www.briantracy.com, and www.tomreillytraining.com—and research the books, courses, and videos they have available for companies
You are an accountant who owns and operates an accounting service. You have been contacted by the president of an advertising agency about the possibility of your auditing his business on a regular basis. The president has indicated that he investigated other accounting firms and thinks they price
Which of the following statements, often made by prospects, would you interpret as buying signals?a. “How much would the payments be?”b. “Tell me about your service department.”c. “The company already has an older model that seems good enough.”d. “We do not have enough cash flow right
What confirming steps should a salesperson follow when the customer says yes? What should be done when the customer says no?
Explain the summary-of-benefits close (step-by-step close).
What is meant by a trial close (the minor point close)? When should a salesperson attempt a trial close?
Is the special concession close a good option while closing a sale? Explain.
Define the term “incremental commitment.” Why is it important to achieve incremental commitments throughout the sale?
Why is it important to review the value proposition from the prospect’s point of view?
What are closing clues and how can these be recognized?
What attitude should a salesperson display while closing a sale?
List some aspects of the sales presentation that can make closing and confirming the sale difficult to achieve.
Mymktlab Only – comprehensive writing assignment for this chapter.
When a customer says, “I want time to think it over,” what type of resistance is the salesperson encountering? Suggest ways to overcome this type of buyer concern.
Describe how the closing date, likelihood, and forecasted sales might affect your plans for negotiating customer objections and concerns.
Reviewing the notes screens, which medium-sized account do you anticipate might voice the source concern “We want to shop around for a good solid supplier”?Reviewing the section in this chapter on “Common Types of Buyer Concerns,” which of the four ways to deal with the loyalty or source
Reviewing the notes screens, which medium-sized account with 100 workstations may be citing the price objection because they don’t need all your value-added features or it may be a cover for credit problems? What is the closing date, likelihood, and forecasted sales of this account? Reviewing
Reviewing the notes screens, which very large account has voiced a price objection, citing budget issues, and how should you respond? What is the closing date, likelihood, and forecasted sales for this account? Reviewing the “Creating Value During Formal Negotiations” unit in this chapter,
Reviewing the account and notes screens, which fairly small account might voice a time objection and say, “We want to put off our decision for now,” and how would you propose dealing with this objection? What is the closing date, likelihood, and forecasted sales for this account?
Using the report you prepared for Chapter 12, add another column titled Forecasted Sales as shown below. In this column, multiply the Dollar Sales Amount times the Likelihood percentage of closing the sale and record the metrics for a forecasted sale for each account.
What subtle questions will you ask to validate that the negotiator is the decision maker without hurting her feelings? What actions will you take if you find out she is not the decision maker?
If you meet with a professional buyer who is trained in negotiation, what tactics can you expect the person to use? How would you respond to each of these tactics?
Let us assume that you are representing the Marriott Houston Hobby Airport and you are meeting with a new prospect at the hotel for a site tour. This prospect is planning to host an important event at your hotel for 200 guests. List the questions that you might ask the prospect in order to identify
If you were selling convention services for a hotel located in a large city, what types of buyer concerns would you expect from a new prospect?
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
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?
The action of “walking away” from a potential sale is often considered a high-risk negotiations strategy. What three actions did Lana employ before she walked away from this sale?
Research also reveals the most common problem in negotiations is the price problem.Customers often want to be sure they are getting the best price possible, as well as the best product solution. What three actions did Lana use to attempt to achieve a win-win solution with the doctor’s concern
As was shared by the doctor, it is not unusual for a customer to experience skepticism and doubt about the pricing, timing, supplier, need, and/or the product solution during the sales process. Skepticism creates an “I may not win” customer reaction and can prevent the other party from making a
Research for this Adaptive Selling Today Training Video revealed that anger does surface during the sales presentation and can be very challenging to negotiate. Anger can be something the other party experiences outside of the sale itself, or it can be caused by some aspect of the sale. Lana, the
How can a trial offer help to negotiate buyer concerns?
Professional buyers often learn to use specific negotiation tactics in dealing with salespeople.List and describe two tactics that are commonly used today.
What is the most common reason that prospects give for not buying? How can salespeople deal effectively with this type of concern?
John Ruskin says that it is unwise to pay too much when making a purchase, but it is worse to pay too little. Do you agree or disagree with this statement? Explain.
Differentiate between direct and indirect denial methods.
Explain the value of using probing and confirmation questions when negotiating buyer concerns.
How does the negotiations worksheet form help the salesperson prepare to negotiate buyer concerns?
When does a salesperson need to walk away, after having applied BATNA and ZOPA?
How can logrolling help during a negotiation session?
Mymktlab Only – comprehensive writing assignment for this chapter.
Develop a list of the sales tools that the salesperson should consider when planning a sales demonstration.
Which medium-sized account with a fairly short close date needs a demonstration of NewNet’s financial stability?
Which medium-sized account seeking a low price needs a testimonial of NewNet’s value-added ability to help customers maximize the power of their network? What is the likelihood of closing this sale and how large could it be? What is the close date?
Which account with many sites needs a demonstration of NewNet’s ability to put together a complex solution? With many sites, will this be an account you need to spend a lot of time on soon? Explain.
Which account wants a very specific network and information-management system and needs to be shown that the recommended network product configuration and demonstration will meet their exacting specifications? Is this something to work on immediately?
Which two medium-sized accounts with a high likelihood of purchase need a demonstration of the speed and power capabilities of the recommended network? What is the likelihood of closing each of them? Based on projected date to close, which should you work on first?
Using the table you prepared for Chapter 11, add another column to record the metrics regarding the liklihood of closing each account. Lee Bizon recorded this information in the Contact Screen. Newnet Systems Account Management Name Regional Account Manager, NEWNET SYSTEMS Date Account Name/ Dollar
In some situations, it might be difficult or even impossible for Chris Wylie to specifically demonstrate a product or service. What other means can Chris use to demonstrate the features and benefits of, for example, large products or intangible services?
In the video case, which of the six actions (as listed on the right-hand side of Figure 12.3) does Chris Wylie take during his demonstration?
Make a list of buyer concerns and objections that a salesperson like Chris Wylie would typically expect from new prospects. How could different elements of a sales demonstration be used to overcome these concerns and objections? Think about it as a two-step sales call: In the first step, Chris
If you were in the position of Chris Wylie and found a potential serious health problem in one of your customers’ kitchens, which presentation strategy or combination described in this chapter would you use? List and describe five guidelines you would use in creating your presentation. What
As noted in this chapter, presentation software is becoming increasingly popular. Real estate salespeople are using this software to showcase homes to prospective buyers.Assume you are a salesperson for Iowa Realty, and you have a customer who wants a$250,000 to $300,000 condo/townhome in the Des
Develop a list of sales tools you could use in a job interview situation. What tools could you use to demonstrate your skills and capabilities?
In many selling situations, it is difficult, if not impossible, to demonstrate the product itself. List means other than the product itself that can be used to demonstrate the product features and benefits.
What are some of the common sales functions performed by small laptop computers and demonstration software?
Enumerate the guidelines for a group sales presentation.
Explain how magazine and trade journal reprints can be used to assist the salesperson in a persuasive sales presentation.
Describe the merits of a bound paper presentation. What can be done to strengthen the persuasive power of a bound paper presentation?
What is showmanship and what precaution should be taken while using it?
Explain why a salesperson should organize the sales presentation so that it appeals to as many of the five senses as possible.
Discuss the advantages of using proof devices.
Distinguish between a planned consultative presentation and a canned presentation.
Distinguish among the three types of need-satisfaction presentations: informative, persuasive, and reminder.
Mymktlab Only – comprehensive writing assignment for this chapter.
Describe the process of active listening, and explain how it can improve the listening efficiency rate.
Which accounts appear to be planning to buy without a need discovery or productconfiguration proposal? What risks does this pose?
Reviewing the Network Now entry, which three accounts do not now have a network, but appear to be ready for moving the sales process to the next stage, and what will be your next stage?
Which two accounts have had a needs analysis and now need a product solution configured?What two accounts appear to want to buy but have not yet had any needs analysis, or product configurations? What threats does this pose?
Reviewing the notes and the likelihood of buying, which six accounts are likely to buy but have not yet had a needs analysis?
Which four accounts already have had a needs analysis? Which two accounts are scheduled for a needs analysis? When do you need to enter them on your calendar?
For your meeting with Casey, using the table you prepared in the last chapter, add another column titled “Sales Process Stages” as indicated below. Review the metrics on your 20 accounts and indicate the last stage of the sales process each account has gone through. This information will be
Describe what Deborah might plan to do in the first call, in the second call, and in a third call on the same medical practice.
Describe the nature of the multi-call sales process that Deborah might use.
Would Deborah use the same questioning strategy with medical personnel (e.g., the office manager or receptionist) that she would with medical professionals (e.g., nurses or doctors)?
Would need discovery be an important part of Deborah Karish’s sales process with a new medical practice? Explain.
Describe how to transition to the presentation part of the consultative sales presentation model.
What are the solution-recommendation strategies available to salespeople?
Describe the ideal time allocation for each part of the consultative sales presentation between the salesperson and the prospect.
Describe the role of e-catalogs in product selection process.
Discuss the importance of active-listening skills.
What is the difference between closed questions and open questions?
List and describe the four types of questions commonly used in the selling field.
Describe the findings of the two major research projects on the strategic use of questions in selling.
List and describe the four parts of the Consultative Sales Process Guide.
Mymktlab Only – comprehensive writing assignment for this chapter.
Discuss why combination approaches are considered an important consultative selling practice. Provide one example of a combination approach.
It is not uncommon for new account managers to experience some call reluctance when taking on a new set of accounts. Referring to the section on “Coping with Sales Call Reluctance,” describe how, if this might happen with you in taking over Lee Bizon’s accounts, you might overcome this
Casey has given you a reprint of a new article about using networks for warehouse applications.Which of your accounts might have a strong interest in this kind of article? How would you use this article to make an approach to that account?
In analyzing Lee Bizon’s notes, each of the four communications styles are represented.If you haven’t done so, Casey would like you to complete the online Communication Style assessment presented in Chapter 5 (see also communication style assessment at www.pearsonhighered.com/manning) and
Reviewing the social contact information in this chapter, what topics might be appropriate when meeting with Dwayne Ortega, Robert Kelly, Bradley Able, Sherry Britton, and Karen Murray?
Your call on Aeroflot Airlines involves both team selling and selling to a buying committee.Who are the members of the Aeroflot buying committee and what kind of preapproach planning will be needed? Who will you be teaming with from NEWNET and what kind of preapproach planning will be needed?
Casey wants you to call on Robert Kelly. Describe what your call objectives would be with Mr. Kelly. Describe how you will strategically use Mr. Kelly’s communication style in your approach.
As a part of your preapproach preparation for your meeting, you would like to have information on the communication styles of each of your accounts. Using the table you prepared for Chapter 9, add a column as noted below and list the communication style of each of your customers. Name Newnet
Put yourself in the position of a construction salesperson. Can you envision a situation when you might combine different ways to convert the prospect’s attention and interests into action? Explain.
What are some special challenges Alim Hirani faces when he makes his sales presentations in a nonoffice setting?
Salespeople are encouraged to establish multiple-objective sales presentations. What are some objectives Alim Hirani should consider when he calls on construction managers at the construction site?
Why should Alim Hirani adopt the three prescriptions for the presentation strategy?
Concepts from Dale Carnegie’s How to Win Friends and Influence People can help you prepare for the social contact. Access the Dale Carnegie Training home page(www.dalecarnegie.com) and examine the courses offered. Search for the sales advantage course. Read the course description and review the
Tom Nelson has just graduated from Aspen College with a major in marketing. He has three years of experience in the retail grocery business and has decided he would like to go to work as a salesperson for the district office of Procter & Gamble. Tom has decided to telephone and set up an

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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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